When Buyers Say No

  • by Tom Hopkins, Ben Katt
  • Narrated by Pete Larkin
  • 7 hrs and 58 mins
  • Unabridged Audiobook

Publisher's Summary

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.


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Customer Reviews

Most Helpful

needs more conviction

sorry tom, nothing like adding ur own personal conviction to what u teach!
narrate ur audio books
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- William Hernandez

Good listen!

Working in inside sales, this book pertains mostly to outside sales positions, but there is good information I can use during calls.
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- Megan Stafford

Book Details

  • Release Date: 04-01-2014
  • Publisher: Hachette Audio