The book, ‘Go for No!’ by Andrea Waltz and Richard Fenton has changed my thinking about sales. When you make a sale, you have this feeling of accomplishment, and you tend to want to go celebrate the success. However, this book challenges that way of thinking. It recommends setting your goals around finding people that will say no. The more people that say no, the closer you are to a yes. Instead of celebrating the yes, we should celebrate the no.
I highly recommend this book. It is a short and very easy read and will help you explore a new way of thinking.