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When buyers say no : essential strategies for keeping a sale moving forward / Tom Hopkins and Ben Katt.

By: Contributor(s): Material type: TextTextPublisher: New York : Business Plus, 2014Edition: First editionDescription: xiii, 304 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781455550593 (hbk.)
  • 1455550590 (hbk.)
Subject(s): DDC classification:
  • 658.85 23
LOC classification:
  • HF5438.25 .H6667 2014
Contents:
The buyer says no. The buyer said no ; What no really means ; Lost in the sale -- The circle of persuasion. The circle of persuasion ; Did the buyer's no start with you? ; Did you establish and maintain sufficient rapport? ; Identifying needs ; Discovery questions ; Lowering the buyer's resistance during your presentation ; Asking closing questions -- When buyers say no. Re-establishing rapport ; Identifying questions ; Presenting answers ; The key moment of asking for the sale ; Preparing for negotiation requests ; How to negotiate with buyers -- The buyer said yes. When buyers say yes! ; Earning the right to even more yeses -- Circle of persuasion checklist.
Summary: Offers strategies and avenues for selling to reluctant buyers, including the "Circle of Persuasion," an approach designed to improve buyer-seller relationships and close more deals.
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Holdings
Item type Current library Home library Shelving location Call number Status Date due Barcode Item holds
Book Book La Retama Central Library La Retama Central Library Nonfiction 658.85 HOP (Browse shelf(Opens below)) Available 43185000865541
Total holds: 0

Includes index.

The buyer says no. The buyer said no ; What no really means ; Lost in the sale -- The circle of persuasion. The circle of persuasion ; Did the buyer's no start with you? ; Did you establish and maintain sufficient rapport? ; Identifying needs ; Discovery questions ; Lowering the buyer's resistance during your presentation ; Asking closing questions -- When buyers say no. Re-establishing rapport ; Identifying questions ; Presenting answers ; The key moment of asking for the sale ; Preparing for negotiation requests ; How to negotiate with buyers -- The buyer said yes. When buyers say yes! ; Earning the right to even more yeses -- Circle of persuasion checklist.

Offers strategies and avenues for selling to reluctant buyers, including the "Circle of Persuasion," an approach designed to improve buyer-seller relationships and close more deals.

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