When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

by Tom Hopkins and Ben Katt

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 1455550590
• ISBN13: 9781455550593
• Release Date: April 2014
• Publisher: Business Plus
• Length: 320 Pages
• Weight: 1.10 lbs.
• Dimensions: 1.3" x 6.4" x 9.2"