When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward 9781455550593

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Автор: Hopkins Tom, Katt Ben
Название: When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
ISBN: 9781455550593
Издательство: Business Plus
Классификация: ISBN-10: 1455550590
Обложка/Формат: Hardcover
Страницы: 256
Вес: 0.54 кг.
Дата издания: 01.04.2014
Язык: English
Размер: 234 x 163 x 33
Поставляется из: США
Описание: 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. Thats the key.

It all starts with how the buyer initially says, No. Too many sales reps dont pay close attention as to how thats 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.

Theres particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward, Hopkins Tom, Katt Ben