Chapter 2

Is silence a no, or a question nobody asked?

Im lặng là lời từ chối, hay câu hỏi chưa ai hỏi?

The chapter's question

A customer has been silent for three weeks; what do I do?

Big idea

Silence is not a no; it is an unknown, and it needs to be handled very differently.

In this chapter

  1. Part 2.1

    Counting the Days

    How long has this opportunity been silent?

  2. Part 2.2

    The Last Message

    How do I write a message that closes things politely?

  3. Part 2.3

    Going to Someone Else

    Should I contact someone else in that company?

  4. Part 2.4

    When Silence Is the Answer

    How long do I treat as enough to conclude?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of When They Say No is free to read right here.

Read in Conan School

Chapters of When They Say No

  1. 1.Is an objection a wall, or a map?
  2. 2.Is silence a no, or a question nobody asked?
  3. 3.What harm do dead deals in my pipeline do?
  4. 4.Did I lose on price, or something harder to admit?
  5. 5.Does no today mean no forever?