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

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Como nuevo
“Hardcover with dust jacket; Clean, crisp pages; tight binding”
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Características del artículo

Estado
Como nuevo
Libro en perfecto estado y poco leído. La tapa no tiene desperfectos y si procede, con sobrecubierta para las tapas duras. Incluye todas las páginas sin arrugas ni roturas. El texto no está subrayado ni resaltado de forma alguna, y no hay anotaciones en los márgenes. Puede presentar marcas de identificación mínimas en la contraportada o las guardas. Muy poco usado. Consulta el anuncio del vendedor para obtener más información y la descripción de cualquier posible imperfección. Ver todas las definiciones de estadose abre en una nueva ventana o pestaña
Notas del vendedor
“Hardcover with dust jacket; Clean, crisp pages; tight binding”
Personalize
No
Signed
No
Ex Libris
No
Narrative Type
Nonfiction
Personalized
No
Features
Dust Jacket
Original Language
English
Inscribed
No
Vintage
No
ISBN
9781455550593

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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
Author
Ben Katt, Tom Hopkins
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

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