Denise Griffitts - Your Partner In Success™ Radio!

The Four Types of No — And Why Only One of Them Is Final... Continued

Last week on The Closers Inner Circle Podcast, Ben Gay III and I broke down objections. This week we go one step further — into what happens when the objection becomes a "no."

Because here's what most salespeople never learn: there isn't one "no." There are four. 1) Not now. 2) Not this version. 3) Not this price. 4) Not ever. Each one demands a completely different response — and confusing them is how good closers walk away from deals that were never actually dead.

▸ Rejection is intelligence, not a verdict. Amateurs hear "no" and file the deal under lost. Closers hear "no" and start reading and going back through conversations — because buried in that answer is a specific diagnosis of what still has to change before the next attempt.

▸ The infiltration parallel. A failed entry doesn't mean the target is permanently inaccessible. It means this approach, at this time, wasn't right. The professional regroups, adjusts, and comes back — same instinct, different battlefield. This is Sales Infiltration in its purest form. (Page 257 in The Closers, Pt 1 - the most important work that Ben has ever written)

▸ The reversal window. A significant share of "no" decisions flip within six to twelve months, once budgets reset, people move, and priorities shift. The only closers who are there to collect are the ones who stayed in the relationship — professionally, patiently — the entire time.

The objection is the conversation. The "no" is the map.

You can find The Closers Books (AKA as the Sales Bibles) at Ronzone Books on eBay.

SPONSORED BY: This episode is sponsored by Bradley Rausch.

Ben and I spent today on what to do when someone tells you no. Bradley works the opposite problem.

If you run a coaching or consulting offer doing six to seven figures, you might not have a lead problem — you have a "what happens after yes" problem. Bradley helps founder-led programs fix onboarding, renewals, and referrals, so every good client is worth one and a half to two times more, without cranking ad spend.

Learn more at bradleyrausch.com.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
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I am Denise Griffitts, and this is Your Partner In Success Radio.

Today I'm joined by Dr. Tom DuFore, founder and CEO of Big Sky Franchise Team, an award-winning consulting firm that has helped more than 600 businesses grow through franchising. Tom is an entrepreneur, franchise expert, author of Virtuous Business: A Model Approach, and host of the Multiply Your Success podcast.

Throughout his career, Tom has advised well-known brands including Jamba Juice, Two Men & A Truck, and Matco Tools, while helping entrepreneurs determine whether franchising is the right path for sustainable growth. His leadership philosophy centers on building win-win relationships, professional excellence, and continuous improvement.

Building a successful business isn't simply about getting bigger—it's about creating systems, leadership, and values that can grow without losing what made your company successful in the first place. Dr. Tom DuFore reminds us that franchising isn't the answer for every business, but when approached thoughtfully and strategically, it can become an incredible vehicle for long-term growth. His emphasis on ethical leadership, continuous improvement, and creating win-win relationships offers valuable lessons for every entrepreneur, whether they ever franchise or not.

If you've ever wondered whether your business is ready to scale through franchising—or how to grow while staying true to your core values—you'll want to stay with us.

Connect with Tom DuFore: Website | LinkedIn | Amazon: Virtuous Business: A Model Approach

SPONSORED BY: As entrepreneurs grow their businesses, protecting what they've built becomes just as important as building it. My sponsor today is Frederick J. Fisher of Fisher Consulting Group. Frederick works with professionals, business owners, and organizations to identify and manage risks that can impact their success. Through his expertise in professional liability, risk management, and claims prevention, Frederick helps leaders make smarter decisions to protect their reputation, their assets, and the businesses they have worked so hard to build. You can find his book 'Claims-Made Insurance - The Policy That Changed the Industry: A Deep Dive, Review, and History' on Amazon.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

Not Every "No" Is a Dead Deal: The 4 Types of Rejection Every Closer Must Master - A conversation with master closer Ben Gay III

Most salespeople hear "no" and file the deal under "lost forever." Master closers know better — a no is rarely the end of the story. It's data.

In this episode:

▸ The four types of no — not now, not this version, not this price, and not ever. Each one demands a completely different response. Confuse them, and you'll walk away from deals that were never actually closed.

▸ Rejection as intelligence, not verdict — Amateurs treat every lost sale as a permanent door slam. Closers treat it as a signal telling them exactly what still needs to change before the next attempt.

▸ The infiltration parallel — A failed entry doesn't mean the target is permanently inaccessible. It means this approach, at this time, wasn't right. The professional regroups, adjusts, and tries again — same instinct, different battlefield.

▸ The reversal window — A significant share of "no" decisions flip within 6-12 months once circumstances shift. The only closers who benefit are the ones who stayed in the relationship, professionally, the whole time.

Get Your Copies of The Closers

Before we wrap up — if today's conversation with Ben Gay III got you fired up, you need to get your hands on The Closers. These books have been called the sales bible for a reason — generations of top producers have built their careers on what's inside these pages. You can find them on eBay through Ronzone Books, and right now shipping is free. Don't just listen to Ben's wisdom today — go own them and make them part of your entrepreneurial library.

SPONSORED BY: Today's episode is brought to you by Randy Chaffee — someone who knows a thing or two about staying in the game after a 'no.' Randy represents manufacturers and serves customers across the post-frame, metal building, and residential roofing industries, where deals rarely close on the first conversation. He's also the author of the #1 Amazon Best Seller Asphalt and Algorithms, and he built his business on trust, visibility, and authentic connection — the same qualities Ben and I are talking about today when it comes to turning a 'not yet' into a 'yes.' If you're in the building or roofing space and want to work with someone who plays the long game right, look up Randy Chaffee on LinkedIn and go from there. 

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

Wait, You Need It When?!? How to Reclaim Your Time, Boost Productivity, and Get More Done Without Burning Out with Peter Economy

Peter Economy is a Wall Street Journal bestselling business author, ghostwriter, developmental editor, and publishing consultant with more than 135 published books and over three million copies sold worldwide.

He is the Leadership Guy on Inc.com and for more than a decade served as Associate Editor for Leader to Leader magazine—published by the Frances Hesselbein Leadership Forum in New York City. Peter taught MGT 453: Creativity and Innovation as a lecturer at San Diego State University, is on the National Advisory Council of The Art of Science Learning, and is a founding member of the board of SPORTS for Exceptional Athletes.

His work has helped countless business leaders improve leadership, management, communication, and organizational performance. 

His latest book, Wait, You Need It When?!?, focuses on one of today's biggest workplace challenges: reclaiming the hours we unknowingly waste every single day.

Studies suggest the average employee loses roughly two hours every workday to interruptions, distractions, unnecessary meetings, and poor work habits. Peter explains why this happens, what it costs businesses and individuals, and—most importantly—how we can take back control of our time.

Connect with Peter Economy: Website | LinkedIn | Inc.com | Amazon

SPONSORED BY: Today's episode is sponsored by PodAssist.

As entrepreneurs, authors, and business leaders, our time is our most valuable asset. If you're spending hours editing episodes, writing show notes, or managing the details of your podcast, it's time to get some of that time back.

PodAssist has been helping podcasters produce professional-quality shows since 2015, handling the behind-the-scenes work so you can focus on creating great conversations and growing your business.

Learn more about how PodAssist can help you reclaim your time and elevate your podcast. https://www.podassist.com/

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

Getting Out of Your Silo: Chip Webster on the Path Back to a Functioning Democracy

The truth about democracy from Edward Albee; “Remember one thing about democracy. We can have anything we want and at the same time, we always end up with exactly we deserve.”

My guest today on Your Partner In Success Radio Chip Webster spent over 25 years leading Vistage Florida, the world's premier CEO peer-advisory organization, mentoring executives through growth and turnaround. He's held board seats with Discount Auto Parts and Hire Velocity, and currently chairs the board of Tampa Bay Watch. 

Today, Chip channels that leadership experience into a new mission: rebuilding civic trust. Chip has traveled to every state in the United States and has listened to people’s concerns about the direction of our country. He's the founder of Unity in Service and author of Unity in Service: A Pathway to Responsible Citizenship — a call for Americans to bridge division through volunteerism, national service, and responsible citizenship. 

Connect with Chip Webster: Website | LinkedIn

SPONSORED BY: What's Right with America: ...And How We Can Keep It That Way!

From the vision of our Founding Fathers to the resilience and determination that have shaped our history, What’s Right with America explores what makes the country uniquely capable of thriving in times of change. With inspiring stories and thought-provoking analysis, authors Paul Johnson and Larry Aldrich reveal how America’s prosperity is rooted in more than just economic might—it’s grounded in values like freedom, individual empowerment, and deep commitment to justice and liberty. This book is available on Amazon and Audible and I highly recommend it!

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com