Publisher 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.
Download and start listening now!
About the Authors
Tom Hopkins is chairman and founder of the renowned sales-training organization Tom Hopkins International. He is a member of the National Speakers Association and the author of the national bestseller How to Master the Art of Selling. Today, more than thirty-five thousand corporations and millions of professional salespeople throughout the world use his professional sales-training materials.
Ben Katt is a multimillion-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 improving their sales records.
About Pete Larkin
Pete Larkin has narrated dozens of audiobook titles, won five Earphones Awards, and been a finalist in 2012 for the prestigious Audie Award for best narration. He has been praised for his expert
ability to speak in multiple accents. He is also an on-camera host and accomplished voice-over artist for hundreds of commercials and promos for a variety of companies, corporations, and governmental agencies. He was the public address announcer for the New York Mets and has worked as a radio jockey in New York, Baltimore, and Washington, DC.