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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
by Hopkins, Tom; Katt, Ben | HC | Good
US $7.22
ApproximatelyRM 30.57
Condition:
“Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, ”... Read moreabout condition
Good
A book that has been read but is in good condition. Very minimal damage to the cover including scuff marks, but no holes or tears. The dust jacket for hard covers may not be included. Binding has minimal wear. The majority of pages are undamaged with minimal creasing or tearing, minimal pencil underlining of text, no highlighting of text, no writing in margins. No missing pages.
2 available1 sold
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Located in: Aurora, Illinois, United States
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Estimated between Thu, 24 Jul and Mon, 28 Jul to 94104
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eBay item number:197251531444
Item specifics
- Condition
- Good
- Seller Notes
- Binding
- Hardcover
- Weight
- 1 lbs
- Product Group
- Book
- IsTextBook
- No
- ISBN
- 9781455550593
About this product
Product Identifiers
Publisher
Grand Central Publishing
ISBN-10
1455550590
ISBN-13
9781455550593
eBay Product ID (ePID)
169996729
Product Key Features
Book Title
When Buyers Say No : Essential Strategies for Keeping a Sale Moving Forward
Number of Pages
320 Pages
Language
English
Publication Year
2014
Topic
Business Communication / General, Customer Relations, Negotiating, Sales & Selling / General
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.8 in
Item Weight
10.6 Oz
Item Length
9 in
Item Width
6 in
Additional Product Features
Intended Audience
Trade
LCCN
2013-038655
Dewey Edition
23
Reviews
"There are a lot of books on selling, but none of themprovide the kind of ground-breaking insights that Hopkins and Katt provide inWHEN BUYERS SAY NO. This will become mandatory reading for all salesprofessionals in the years to come." - JOHN O'DONNELL, CKO, ONLINE TRADINGCOMPANY, "Hopkins and Katt prove Henry Ford'stheory of 'Whether you think you can or you can't, you're right' bystarting with the salesperson's mindset to determine sales success. The tacticsthat follow help overcome potential rejection for when buyers say no." -SUZANNE GARBER, RISK MITIGATION CEO, "A crystal clear, concise How-Tobook that uncovers the hiddden 'yes' behind every 'no'." - ANTHONYPARINELLO, BESTSELLING AUTHOR OF SELLING TO VITO, THE VERY IMPORTANT TOP OFFICER, "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" WHENTHE CUSTOMER SAYS NO. Enjoy reading my friends' book that will leverage you tovast profitability, service with a smile, and sales greatness. By reading thisinspired book you will thank them in your prayers." - MARK VICTOR HANSEN, CO-CREATOR OF THE WORLD'S BEST-SELLING SERIES CHICKENSOUP FOR THE SOUL, "Wow! What a great book! Salesmasters and experts Tom Hopkins and Ben Katt have taken the single mostimportant obstacle to sales success and shown sales professionals how toovercome it once and for all." - BRIAN TRACY, BESTSELLING AUTHOR OF THEPSYCHOLOGY OF SELLING
Dewey Decimal
658.85
Synopsis
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., 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 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 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.
LC Classification Number
HF5438.25.H6667 2014
Item description from the seller
Seller feedback (5,684,979)
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Seller feedback (5,684,979)
- a***f (3694)- Feedback left by buyer.Past monthVerified purchaseVery good
- a***f (3694)- Feedback left by buyer.Past monthVerified purchaseVery good
- a***f (3694)- Feedback left by buyer.Past monthVerified purchaseVery good