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When Buyers Say No

Essential Strategies for Keeping a Sale Moving Forward

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When Buyers Say No

By: Tom Hopkins, Ben Katt
Narrated by: Pete Larkin
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About this listen

 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. Business Communication Career Success Management & Leadership Marketing & Sales Negotiating Sales & Selling Business Marketing Career
All stars
Most relevant
If only sales process were so linear. Worth a listen/read. Did learn from it but you will need to learner wider to benefit.

All abit linear!

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Not what the book suggests.

If you are just beginning sales and still fighting for success, worth a read, no comparison to the classics Brian Tracey closing the sale.

I just don't see the need for this book in the market, there's plenty of classics that do a much better job.

For beginners only

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