When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
Language: English
Published by Business Plus, 2014
- Hardcover
- Used
Seller: Evergreen Goodwill, Seattle, WA, U.S.A.Evergreen Goodwill
AbeBooks seller since November 7, 2006
Condition: Used - Good
£ 1.93
Quantity: 1 available
Add to basketSeller Inventory # mon0000292672
- Title
- When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
- Author
- Hopkins, Tom,Katt, Ben
- Publisher
- Business Plus
- Publication year
- 2014
- Condition
- Good
- Binding
- hardcover
- Language
- English
- ISBN 10
- 1455550590
- ISBN 13
- 9781455550593
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.
"Synopsis" may belong to another edition of this title.
About the Author
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.
"About the title" may belong to another edition of this title.
Evergreen Goodwill
Seattle, WA, U.S.A.
AbeBooks seller since November 7, 2006
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This book is being offered by Goodwill, a non-profit organization. All funds raised are used to support the Goodwill which provides quality, effective employment training and basic education to individuals experiencing significant barriers to economic opportunity. Because Jobs Change Lives. Proceeds from the sale of these goods and financial donations from the community make it possible for us to operate our free job training programs. Your donations and purchases help support these important programs and make the community a better place for all of us.…
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