When Buyers Say No, Tom Hopkins
When Buyers Say No, Tom Hopkins
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When Buyers Say No
Essential Strategies for Keeping a Sale Moving Forward

Author: Tom Hopkins, Ben Katt

Narrator: Pete Larkin

Unabridged: 7 hr 58 min

Format: Digital Audiobook Download

Publisher: Business Plus

Published: 04/01/2014

Includes: Bonus Material Bonus Material Included

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.

About Tom Hopkins

Tom Hopkins was a millionaire by the time he was twenty-seven. He began his career as a real estate agent (failing miserably and earning $42 a month). After investing his last few dollars in a sales training seminar, Tom quickly rose to the nation's number one sales position—setting records that still stand today. Believing sales people are made, not born, Tom has dedicated his professional life to training and inspiring people to achieve their highest potential.

Reviews

Goodreads review by JJ

برای عزیزانی که میخوان در حرفه فروش فعالیت داشته باشند کتاب خوبی هست.......more

Goodreads review by Heather

Don't let the title of this book turn you off. Knowing that this book is a sales book and knowing that the title is 'When Buyers Say No' at first glance it may seem like "one of those" books that tries to manipulate people. But if you truly understand sales you know that sales is nothing more than s......more

Goodreads review by Rachel (TheShadesofOrange)

4.5 Stars I originally read this book when I found myself moving into more of a sales role at work. I don't have previous experience in the field, so I was looking for resources. I found this book to be very helpful. I would recommend it to anyone wanting to improve their sales record. This book offe......more

Goodreads review by Bryon

Multi-Millionaire Hector LaMarque told me that as he was developing his Primerica Financial Services sales skills, that he listened to Tom Hopkins 2 hours a day, 5 days a week, for 3 years. Since that is my business too, and modelling excellence is a good way to learn, I'm listening to Hector and/or To......more

Goodreads review by Fabrizio

A very good read. It is focused on sales as a process and not an event. Tom Hopkins is a master salesman and his content is a must-read for anyone in sales. I loved the chapter key points and the circle of persuasion checklist at the end of the book. A great reference manual for top salespeople.......more

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