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

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 led 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 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.

General

Imprint:	Grand Central Publishing
Country of origin:	United States
Release date:	April 2014
Authors:	Tom Hopkins • Ben Katt
Dimensions:	229 x 154 x 23mm (L x W x T)
Format:	Paperback - Trade
Pages:	256
ISBN-13:	978-1-4555-8393-5
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General
LSN:	1-4555-8393-6
Barcode:	9781455583935

Is the information for this product incomplete, wrong or inappropriate? Let us know about it.

Does this product have an incorrect or missing image? Send us a new image.

Is this product missing categories? Add more categories.

Review This Product

No reviews yet - be the first to create one!