So you have read the title of this blog and you must be thinking I have lost my mind, but this is not a new sales technique. Throughout my career in sales and marketing, I have heard this strategy in several different variations. I am not sure who originally coined it and definitely not taking credit for its invention, but think it is very beneficial technique to generate business. Personally, I compare this approach to a similar strategy for playing Blackjack. Side note, I’m a horrible Blackjack player and seem to be the guy who can have a 20 with the dealer showing a 6 and inevitably the dealer will pull a 5 card for 21! But…I am not crazy; this really is a good technique. I have heard it from other professionals and it makes sense. Continue reading “Sales Tip – Basing your sales call goals on getting told NO!”