No Is Short for Next Opportunity: How Top Sales Professionals Think

209 Pages·2014·1.46 MB·English

by  Martin Limbeck

NO IS SHORT FOR
next
OPPORTUNITY
“This outstanding book goes straight to the heart of successful selling,
showing you how to develop unshakable self-confidence in every sales
situation.”
—, author of Ultimate Sales Success
Brian Tracy
“The title of Martin Limbeck’s new book, NO Is Short for Next
Opportunity, is an insight to his positive attitude and his sales brilliance. He lives
his expertise, and this book will help you gain yours. A brand new way to
address ‘no’ will lead you to more opportunities for ‘YES!’ This book is not an
option for anyone who has ever heard the word ‘no’—buy it and read it today
and start getting ‘yes’ tomorrow.”
—, author of The Little Red Book of Selling
Jeffrey Gitomer
“This book is a must read for all who aspire to succeed in
sales—that is selling anything whether it is an idea, product or service. Top
producers are not stopped by the word no. Hearing no only gets their engines
going. No is a part of life and here is a secret, ready? Top producers hear more
no’s than yeses. You don’t get penalized for the no’s, but you do get rewarded
for the yeses. Read Martin Limbeck’s book and you will learn how to get past
the no and realize your true potential.”
—, author of Lead, Sell or Get Out of the Way
Ron Karr
“Martin Limbeck takes the reader through a wonderful journey
learning about topics such as focus, goal-orientation, and resolve. In his work,
NO Is Short for Next Opportunity, this highly competent sales professional helps
the reader not only with motivation, but with specific techniques to deal with
selling in its various aspects. This book is good, not only for beginning sales
professionals, but for the seasoned pros who need a reminder of what sales is all
about.
I particularly liked the way he stressed the importance of personal
responsibility. It is imperative for a sales professional to do the adequate
homework necessary before any conversation. There is no shortcut for this and
Limbeck provides many examples to show the importance of adequate and
thorough preparation and how important it is not only in the sales process, but in
life.
This is a book that is packed full of ideas the sales professional can go and
implement immediately. It is a fun read and an important read. Do yourself a
favor. Buy this book, or yet, and apply its principles today.”
—, MBA, CSP, CPAE, syndicated columnist,
Terry L. Brock
Speaker Hall of Fame member and marketing coach
“Martin Limbeck has written a book all sales pros should read, whether
beginner or top producer. He asks so many great questions and provides so many
provocative insights and answers, this book will keep you going and growing
throughout your career. I recommend it.”
—, award winning speaker and author of
Mark Sanborn
The Fred Factor and You Don’t Need a Title to Be a Leader
“Martin Limbeck is the most dynamic, straight-talking and trusted sales
professional I have ever met and had the fortune of hearing speak. In this book,
he cuts the nonsense and gets right to the core of what really works for
successful selling in a competitive world. With his authentic and honest style he
provides all you need to ensure you attract and keep customers, and have them
talking about you for many years to come.”
—, creator of Walking TALL and personal brand coach/speaker
Lesley Everett
“NO Is Short for Next Opportunity is more than a book; it is a
how to guide to win in the increasingly complex business of selling. Straight to
the heart with proven principles that will increase your sales and keep your
clients. A must read if you want to SELL!”
—, author of the Don’t Eat the Marshmallow...Yet!
Dr. Joachim de Posada
series “NO Is Short for Next Opportunity is a sales
guide you will want to apply to life. Compelling, complete, and courageous, this
book will show you how to sell successfully to others and how to overcome the
objections of even your most important client . . . you. I got new ideas and a new
sense of hope from the very first page!
—, CSP, CEO, Contagious Companies, Inc.
Monica Wofford
and author of Make Difficult People Disappear “Selling can
be hard. Or it can be easy. The product or service may be the problem, but more
often closing the deal relies on the skills and attitude of the salesperson. Martin
Limbeck is a master salesperson. In this book he shares valuable tools for
making more sales. Martin knows that you can sell more with a story than a fact
sheet. Invest your time and money with this book and you will sell more.”
—, author of Doug Stevenson’s Story Theater Method
Doug Stevenson
“The pace has accelerated and so has the pressure. Sales
professionals risk burnout if they don’t keep their heads in the game. Martin’s
book helps them quickly move on to the NO—the Next Opportunity—without
missing a beat. Avoid the downward spiral of paralysis and inactivity and get
this book for your entire sales team!”
—, author of Execution IS the Strategy
Laura Stack
“Martin Limbeck gets it all right when it comes to attitude and
mental toughness for salespeople. This book should be required reading for
every serious sales professional.”
— author of 177 Mental Toughness Secrets of the World Class
Steve Siebold,
“Learn to think and act like a top sales professional from the
guy who wrote the book on it. Oh yeah, this is the book! If you’re truly ready to
raise your sales game, this book is for you!”
— author of Celebrate! — Lessons Learned
Scott Friedman,
from the World’s Most Admired Organizations “Martin
Limbeck is a dedicated sales expert. I had the opportunity to meet him and enjoy
his presentation at one of our sales meetings in Munich. He is very powerful and
convincing, yet bold. What I like most about NO Is Short for Next Opportunity is
the way Martin views selling. It is not a job with a negative connotation but
rather a profession that deserves to be done with pride. As the book title
indicates, a no is not the end of the world in sales but a beginning, because you
cannot lose, you can only win. This represents a mindset that we need in sales.
Martin puts things into the right perspective and reminds us that, armed with
self-confidence, no sale is beyond our reach.”
— Regional Senior Vice President AMANZA
Christian Gerwens,
(Americas, Africa, Australia, New Zealand), Miele
f
Translated from the German by Christian Villano and Esther Lenssen
N Y
EW ORK
next
NO
IS SHORT FOR OPPORTUNITY
How Top Sales Professionals Think
Copyright © 2013 by Redline Verlag, Münchner Verlagsgruppe GmbH, Munich, Germany
English translation copyright © 2015 by Martin Limbeck.
All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted
in any form or by any means—electronic, mechanical, photocopy, recording, scanning, or other‚—except
for brief quotations in critical reviews or articles, without the prior written permission of the publisher.
Published in New York, New York, by Morgan James Publishing. Morgan James and The Entrepreneurial
Publisher are trademarks of Morgan James, LLC.
www.MorganJamesPublishing.com
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Originally published in German in 2011 by Redline Verlag, Münchner Verlagsgruppe GmbH, Munich,
Germany, as Nicht gekauft hat er schon – So denken Top-Verkäufer.
Translation:
Christian Villano and Esther Lenssen
Translation Editor:
Esther Lenssen
Line Editors/Proofreaders:
Amanda Rooker, Angie Kiesling, Marcia Ford, Emily Kiesling
Managing Editor-In-Chief:
Tiffany Gibson
Author Photograph:
Nils Schwarz
Cover Design by:
Rachel Lopez
www.r2cdesign.com
ISBN 978-1-63047-282-5 paperback Interior Design by:
ISBN 978-1-63047284-9 eBook
ISBN 978-1-63047-283-2 hardcover
Library of Congress Control Number: 2014940889
Bonnie Bushman
[email protected]
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