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When Buyers Say No Audiobook

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

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Publisher's Summary

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.

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.

©2014 Tom Hopkins, Ben Katt (P)2014 Hachette Audio

What Members Say

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Performance
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  •  
    Big BoBo 25/01/2015
    Big BoBo 25/01/2015
    HELPFUL VOTES
    7
    ratings
    REVIEWS
    33
    8
    FOLLOWERS
    FOLLOWING
    0
    0
    Overall
    Performance
    Story
    "All abit linear!"

    If only sales process were so linear. Worth a listen/read. Did learn from it but you will need to learner wider to benefit.

    2 of 6 people found this review helpful
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  • Megan Stafford
    29/09/15
    Overall
    Performance
    Story
    "Good listen!"

    Working in inside sales, this book pertains mostly to outside sales positions, but there is good information I can use during calls.

    0 of 3 people found this review helpful
  • William Hernandez
    06/03/15
    Overall
    Performance
    Story
    "needs more conviction"

    sorry tom, nothing like adding ur own personal conviction to what u teach!
    narrate ur audio books

    2 of 17 people found this review helpful

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