Overview
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.
Full Product Details
Author: Tom Hopkins ,
Ben Katt
Publisher: Little, Brown & Company
Imprint: Little, Brown & Company
Dimensions:
Width: 16.30cm
, Height: 3.30cm
, Length: 23.40cm
Weight: 0.300kg
ISBN: 9781455550593
ISBN 10: 1455550590
Pages: 256
Publication Date: 01 April 2014
Audience:
General/trade
,
General
Format: Hardback
Publisher's Status: Active
Availability: Manufactured on demand
We will order this item for you from a manufactured on demand supplier.
Reviews
Business students and practitioners will find this material very useful. --Library Journal
Saying no to a pro gets them on the go, because most great and well-trained salespeople think dyslexically that no means on. Tom and Ben's book will effectively train you to get to ON WHEN THE CUSTOMER SAYS NO. Enjoy reading my friends' book that will leverage you to vast profitability, service with a smile, and sales greatness. By reading this inspired book you will thank them in your prayers. - MARK VICTOR HANSEN, CO-CREATOR OF THE WORLD'S BEST-SELLING SERIES CHICKEN SOUP FOR THE SOUL
I just got an advance copy of WHEN BUYERS SAY NO. I got more out of reading the first chapter than I've gotten out of 99.99% of all the sales books I've read. I predict it will be a classic. - GEOFFREY JAMES, AUTHOR OF BUSINESS WITHOUT THE BULLSH*T AND THE AWARD-WINNING COLUMNIST ON INC.COM
Author Information
Tom Hopkins is the founder and president of the renowned sales training service Tom Hopkins International. He is a member of the National Speakers Bureau 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 their sales records.
