When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward Audiobook (Free)

This is an entire and practical guide which highlights the authors’ new strategic methods to selling when the buyer initially declines or is resistant on the sales opportunity. Hopkins and Katt explain that most sales reps have a traditional linear method of offering, but that the trick in closing is within taking a even more creative and circular approach. That’s the key.

It all begins with the way the purchaser initially says, ‘Simply no.’ Too many sales reps don’t pay out close attention concerning how that’s provided. Hopkins and Katt point out that ‘no’ may suggest a variety of other available choices — avenues that may eventually lead to the buyer in fact saying yes.

The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach with this potentially tricky process. Along the way, WHEN Purchasers SAY NO information prescriptive steps as well as sample dialogues which will instruct and guide sales professionals on how to best cultivate buyer-seller interactions.

There’s particular emphasis on how to establish the type of rapport that ultimately leads to a successful close.