When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

Hopkins, Tom; Katt, Ben

ISBN 10: 1455550590 / ISBN 13: 9781455550593

Published by Business Plus, 2014

Former library book; May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1455550590I4N10

Synopsis:

This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.

It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes.

The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.

There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

About the Author: Tom Hopkins is the chairman and founder of the renowned sales training organization Tom Hopkins International. He is a member of the National Speakers Association and is the author of the national bestseller How to Master the Art of Selling. Today, more than 35,000 corporations and millions of professional salespeople throughout the world utilize his professional sales training materials.

Ben Katt is a multi-million dollar producer in corporate sales, and has a long track record when it comes to "sealing the deal." He has been instrumental in turning around several top companies and improving their sales records.

Bibliographic Details

Title: When Buyers Say No: Essential Strategies for...
Publisher: Business Plus
Publication Date: 2014
Binding: Hardcover
Condition: Very Good
Dust Jacket Condition: No Jacket