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

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

Tom Hopkins

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.

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.
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Description:

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.

Language:

English

Narrators:

Ben Katt, Pete Larkin

Length:

7h 58m


Chapters

Chapter 1
Chapter 1

20:37


Chapter 2
Chapter 2

24:08


Chapter 3
Chapter 3

11:20


Chapter 4
Chapter 4

09:45


Chapter 5
Chapter 5

09:09


Chapter 6
Chapter 6

21:47


Chapter 7
Chapter 7

28:25


Chapter 8
Chapter 8

29:53


Chapter 9
Chapter 9

30:40


Chapter 10
Chapter 10

19:44


Chapter 11
Chapter 11

24:10


Chapter 12
Chapter 12

22:08


Chapter 13
Chapter 13

23:26


Chapter 14
Chapter 14

16:32


Chapter 15
Chapter 15

27:52


Chapter 16
Chapter 16

10:23


Chapter 17
Chapter 17

28:27


Chapter 18
Chapter 18

24:46


Chapter 19
Chapter 19

23:14


Chapter 20
Chapter 20

24:25


Chapter 21
Chapter 21

09:57


Chapter 22
Chapter 22

31:14


Chapter 23
Chapter 23

06:47