The number one problem we have in sales is not a “no” as some might think. A no is at least an answer. It may not be the one you want but at least you know where you are. A Think-it-over is almost always a “no” but it is packaged better so it seems less negative. It isn’t. In fact you will waste so much more time with a TIO then you ever do with a no. So if we agree that a No is better than a TIO why do we get so many think-it-overs and not  No’s? Because we don’t ask for them. That’s right. Be clear that you are OK with a NO right up front and you will waste a lot more time (and get to more yes’s quicker!)