When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forwardby Tom Hopkins, Ben Katt
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
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Well done with a very good grounding. Well organized with good examples. Not a lot of hype and day dreaming. Not secret formulas or other silly stuff. Great for people dealing with sales in the real world.