When Buyers Say No

When Buyers Say No by Tom Hopkins.Ben Katt. paperback edition. ISBN: 9781455583935.

Paperback. Pub Date :2014-04-01 Pages: 320 Language: English Publisher: Grand Central Publishing 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 led 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 tricky process. Along the way. WHEN BU...