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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward Hardcover - 2014

by Tom Hopkins; Ben Katt


From the publisher

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.

Details

  • Title When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
  • Author Tom Hopkins; Ben Katt
  • Binding Hardcover
  • Pages 320
  • Volumes 1
  • Language ENG
  • Publisher Business Plus, Qf12
  • Date 2014-04-01
  • ISBN 9781455550593 / 1455550590
  • Weight 1.2 lbs (0.54 kg)
  • Dimensions 9.2 x 6.4 x 1.3 in (23.37 x 16.26 x 3.30 cm)
  • Library of Congress subjects Persuasion (Psychology), Selling
  • Library of Congress Catalog Number 2013038655
  • Dewey Decimal Code 658.85

Media reviews

Citations

  • Library Journal, 04/15/2014, Page 93
  • Publishers Weekly, 02/10/2014, Page 0

About the author

Tom Hopkins is the chairman and founder of the renowned sales training organization Tom Hopkins International. He is a member of the National Speakers Association 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 improving their sales records.
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When Buyers Say No : Essential Strategies for Keeping a Sale Moving Forward
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When Buyers Say No : Essential Strategies for Keeping a Sale Moving Forward

by Ben Katt; Tom Hopkins

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

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

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

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

by Tom Hopkins; Ben Katt

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ISBN 10 / ISBN 13
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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

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

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

by Hopkins, Tom; Katt, Ben

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

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

by Hopkins, Tom, Katt, Ben

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

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

by Tom Hopkins and Ben Katt

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SIGNED, FIRST EDITION, 1ST PRINTING, HARDCOVER with DUST JACKET - When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward by Tom Hopkins and Ben Katt is a Signed (by author Hopkins with his name only) Business Plus hardcover First Edition/First Printing - it states First Edition and has the numbers 1 through 10 on the copyright page (Even though a book may state First Edition, it may not be a true First Printing. This copy is guaranteed to be a true First Edition and First Printing). The book was published in 2014, and it still has its original price of $28.00 on the dust jacket - ISBN 9781455550593. Both the book and the dust jacket are in very good condition. This copy would make a special addition to any collection or library. You can buy with confidence, we have been selling books for over 45 years. Thanks for buying.
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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

by Hopkins, Tom; Katt, Ben

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Hardcover
ISBN 10 / ISBN 13
9781455550593 / 1455550590
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