When Buyers Say No

Essential Strategies for Keeping a Sale Moving Forward

Tom Hopkins, Ben Katt

$37.95

Paperback

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English

Little Brown
29 April 2014

Economics & Business; Sales & marketing

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, this book 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.

By: Tom Hopkins, Ben Katt
Imprint: Little Brown
Country of Publication: United States
Dimensions: Height: 229mm, Width: 154mm, Spine: 23mm
Weight: 388g
ISBN: 9781455583935
ISBN 10: 1455583936
Pages: 256
Publication Date: 29 April 2014
Audience: Professional and scholarly , Professional and scholarly , Undergraduate , Undergraduate
Format: Paperback
Publisher's Status: Out of Print

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.