When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
Autor Tom Hopkins, Ben Katten Limba Engleză Hardback – 31 mar 2014
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.
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Grand Central Publishing – 31 mar 2014 | 297.30 lei 6-8 săpt. |
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Specificații
ISBN-13: 9781455550593
ISBN-10: 1455550590
Pagini: 320
Dimensiuni: 165 x 241 x 32 mm
Greutate: 0.54 kg
Editura: Grand Central Publishing
Colecția Business Plus
ISBN-10: 1455550590
Pagini: 320
Dimensiuni: 165 x 241 x 32 mm
Greutate: 0.54 kg
Editura: Grand Central Publishing
Colecția Business Plus
Notă biografică
Tom
Hopkins
is
the
chairman
and
founder
of
the
renowned
sales
training
organizationTom
Hopkins
International.
He
is
a
member
of
the
National
Speakers
Association
and
is
the
author
of
the
national
bestsellerHow
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 improving their sales records.
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 improving their sales records.
Recenzii
"Saying
no
to
a
pro
gets
them
on
the
go,
because
most
great
and
well-trained
salespeople
think
dyslexically
that
"no"
means
"on."
Tom
and
Ben's
book
will
effectively
train
you
to
get
to
"ON"
WHEN
THE
CUSTOMER
SAYS
NO.
Enjoy
reading
my
friends'
book
that
will
leverage
you
to
vast
profitability,
service
with
a
smile,
and
sales
greatness.
By
reading
this
inspired
book
you
will
thank
them
in
your
prayers."-MARK
VICTOR
HANSEN,
CO-CREATOR
OF
THE
WORLD'S
BEST-SELLING
SERIESCHICKEN
SOUP
FOR
THE
SOUL
"There are a lot of books on selling, but none of them provide the kind of ground-breaking insights that Hopkins and Katt provide in WHEN BUYERS SAY NO. This will become mandatory reading for all sales professionals in the years to come."- JOHN O'DONNELL, CKO, ONLINE TRADING ACADEMY
"A crystal clear, concise How-To book that uncovers the hiddden 'yes' behind every 'no'."- ANTHONY PARINELLO, BESTSELLING AUTHOR OFSELLINGTO VITO, THE VERY IMPORTANT TOP OFFICER
"Hopkins and Katt prove Henry Ford's theory of 'Whether you think you can or you can't, you're right' by starting with the salesperson's mindset to determine sales success. The tactics that follow help overcome potential rejection for when buyers say no."- SUZANNE GARBER, RISK MITIGATION CEO
"Wow! What a great book! Sales masters and experts Tom Hopkins and Ben Katt have taken the single most important obstacle to sales success and shown sales professionals how to overcome it once and for all."- BRIAN TRACY, BESTSELLING AUTHOR OFTHE PSYCHOLOGY OF SELLING
"I just got an advance copy of WHEN BUYERS SAY NO. I got more out of reading the first chapter than I've gotten out of 99.99% of all the sales books I've read. I predict it will be a classic." -GEOFFREY JAMES, AUTHOR OFBUSINESS WITHOUT THE BULLSH*TAND THE AWARD-WINNING COLUMNIST ON INC.COM
"When you understand what the no's in sales really mean, you'll understand how to get more yeses. ReadWhen Buyers Say Noby Tom Hopkins and Ben Katt. You won't regret it!"—BILL BARTMANN, BESTSELLING AUTHOR OFBOUNCING BACK
"Business students and practitioners will find this material very useful."—Library Journal
"There are a lot of books on selling, but none of them provide the kind of ground-breaking insights that Hopkins and Katt provide in WHEN BUYERS SAY NO. This will become mandatory reading for all sales professionals in the years to come."- JOHN O'DONNELL, CKO, ONLINE TRADING ACADEMY
"A crystal clear, concise How-To book that uncovers the hiddden 'yes' behind every 'no'."- ANTHONY PARINELLO, BESTSELLING AUTHOR OFSELLINGTO VITO, THE VERY IMPORTANT TOP OFFICER
"Hopkins and Katt prove Henry Ford's theory of 'Whether you think you can or you can't, you're right' by starting with the salesperson's mindset to determine sales success. The tactics that follow help overcome potential rejection for when buyers say no."- SUZANNE GARBER, RISK MITIGATION CEO
"Wow! What a great book! Sales masters and experts Tom Hopkins and Ben Katt have taken the single most important obstacle to sales success and shown sales professionals how to overcome it once and for all."- BRIAN TRACY, BESTSELLING AUTHOR OFTHE PSYCHOLOGY OF SELLING
"I just got an advance copy of WHEN BUYERS SAY NO. I got more out of reading the first chapter than I've gotten out of 99.99% of all the sales books I've read. I predict it will be a classic." -GEOFFREY JAMES, AUTHOR OFBUSINESS WITHOUT THE BULLSH*TAND THE AWARD-WINNING COLUMNIST ON INC.COM
"When you understand what the no's in sales really mean, you'll understand how to get more yeses. ReadWhen Buyers Say Noby Tom Hopkins and Ben Katt. You won't regret it!"—BILL BARTMANN, BESTSELLING AUTHOR OFBOUNCING BACK
"Business students and practitioners will find this material very useful."—Library Journal