Most deals close on the 5th follow-up. Most salespeople quit on the second.

That gap is the whole game.

A first no is rarely a real no. It usually means not now, not enough information, or not the right moment. Each follow-up is not pestering. It removes one more reason to say no.

The people who win are not the most talented. They are the ones still in the conversation when the timing finally lines up.

So follow up. Bring something useful each time, not just a checking in. And stop reading four no's as failure. They are four reasons closer to a yes.

Four no's is not a no. It is a not yet.