When Buyers Say No PDF
By:Tom Hopkins,Ben Katt
Published on 2014-04-01 by Business Plus
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.
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Book ID of When Buyers Say No's Books is _R7VAAAAQBAJ, Book which was written byTom Hopkins,Ben Katthave ETAG "/JnJ9bb0t+Y"
Book which was published by Business Plus since 2014-04-01 have ISBNs, ISBN 13 Code is 9781455550586 and ISBN 10 Code is 1455550582
Reading Mode in Text Status is true and Reading Mode in Image Status is false
Book which have "320 Pages" is Printed at BOOK under CategoryBusiness and Economics
Book was written in en
eBook Version Availability Status at PDF is falseand in ePub is true
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