When Buyers Say No
Essential Strategies for Keeping a Sale Moving Forward
By Tom Hopkins | Publisher: Grand Central Publishing
About the book
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.
Editions of When Buyers Say No
- Hardcover
- ISBN 9781455550593
- EBook
- ISBN 9781455550586
Read an Excerpt
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.
Frequently Asked Questions
What is When Buyers Say No about?
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.
What core themes, tropes, or subjects are explored in When Buyers Say No?
Economics, Finance, Business and Management > Business and Management > Business negotiation
Where can I read a sample of When Buyers Say No?
You can read an official preview of the few pages here https://www.book2look.com/book/9781455550593
Who is/are the Author/s of the book When Buyers Say No?
Tom Hopkins
What are the ISBN numbers for the physical and digital editions?
When Buyers Say No is available as hardcover(ISBN 9781455550593) and ebook(ISBN 9781455550586)
Where can I buy When Buyers Say No online or support local independent bookshops?
You can buy When Buyers Say No from below
Where can I buy When Buyers Say No?