Last week, I conducted a workshop at Staffing World in Las Vegas where we discussed how creating the “yet” is one of the most important jobs in sales. What does it mean to create the yet? First, you listen for the yet moments from prospective buyers, which often come in four common variations:

• We have no needs.
• We’re not buying.
• We don’t work with firms like yours.
• We’re not adding any other vendors.

When you hear this, you first need to…