Meet the VP of NO.
He might be your sales prospect, your boss, an investor, or the chairman of the board. He is also one tough dude. He has to be. Every hour of every day, someone tries to sell him something. He has one way to deal with them: Say “NO.” It’s brutally simple, but it works, because most people are simply a waste of his time.
Selling Stars know how to break through that tough exterior and get the VP of NO to listen to their story. In this short, visual book, you will learn the secrets of the Selling Stars: how to turn the VP of NO into the VP of GO!
As you probably already know, most sales books are bunk. Few are worth reading and even fewer are worth keeping.
However, this book escapes that label. And if you’re looking for reliable insight into one of the many things a company must do well to succeed at any level, you’ll find it in this book.
I experienced working closely with Dave Gray in the early days of XPLANE. Dave has a unique ability to communicate complex ideas and processes in a manner that is not only easy to understand, but almost impossible to forget. This book is no exception.
So buy it, read it, practice it. I believe it will be a book you add to your permanent collection.
Ted Elsas, former CEO, XPLANE.
Why did I write this book?
Hi, I’m Dave Gray, the author of this book.
We all face the challenge of creating a life while making a living. How you do this comes down to a choice: Find a job, or learn how to create your own job. If you want to create your own job, then you need to learn how to create a customer.
When I started my company, XPLANE, one of the first things I figured out was that nothing happens until somebody sells something. I set out to learn from people who had mastered the ability to sell yourself without selling out. This book is the result.