Looking for 800-CEO-READ? That's us! Learn More

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

Tom Hopkins

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.

READ FULL DESCRIPTION

List Price $28.00

Quick Quote

Lorem ipsum dolor sit amet, consectetur adipisicing elit

$28.00


Book Information

Publisher: Business Plus
Publish Date: 03/31/2014
Pages: 304
ISBN-13: 9781455550593
ISBN-10: 1455550590
Language: English

What We're Saying

November 13, 2014

The culling process we undertake during the awards process is always rigorous, but we've narrowed it down to 40 books—5 each in 8 categories. READ FULL DESCRIPTION

December 09, 2014

And the Winners Are...

By Dylan Schleicher

The 800-CEO-READ Business Book Awards category winners (and shortlist for the best book of the year) 2014. READ FULL DESCRIPTION

Full 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.

We have updated our privacy policy. Click here to read our full policy.