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

Product Details

ISBN-13: 9781455550586
Publisher: Grand Central Publishing
Publication date: 04/01/2014
Sold by: Hachette Digital, Inc.
Format: NOOK Book
Pages: 320
Sales rank: 476,566
File size: 1 MB

About the Author

Tom Hopkins is the founder and president of the renowned sales training service Tom Hopkins International. He is a member of the National Speakers Bureau 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 their sales records.

Table of Contents

Introduction: What You Can Expect to Gain from This Book xi

Section 1 The Buyer Says No

1 The Buyer Said No 3

2 What No Really Means 12

3 Lost in the Sale 25

Section 2 The Circle of Persuasion

4 The Circle of Persuasion 35

5 Did the Buyer's No Start with You? 42

6 Did You Establish and Maintain Sufficient Rapport? 47

7 Identifying Needs 76

8 Discovery Questions 94

9 Lowering the Buyer's Resistance during Your Presentation 113

10 Asking Closing Questions 139

Section 3 When Buyers Say No

11 Re-establishing Rapport 169

12 Identifying Questions 179

13 Presenting Answers 195

14 The Key Moment of Asking for the Sale 202

15 Preparing for Negotiation Requests 220

16 How to Negotiate with Buyers 236

Section 4 The Buyer Said Yes

17 When Buyers Say Yes! 267

18 Earning the Right to Even More Yeses 274

Circle of Persuasion Checklist 293

Index 295

About the Authors 303

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