When buyers say no : essential strategies for keeping a sale moving forward / Tom Hopkins and Ben Katt.
Material type: TextPublisher: New York : Business Plus, 2014Edition: First editionDescription: xiii, 304 pages : illustrations ; 24 cmContent type:- text
- unmediated
- volume
- 9781455550593 (hbk.)
- 1455550590 (hbk.)
- 658.85 23
- HF5438.25 .H6667 2014
Item type | Current library | Home library | Shelving location | Call number | Status | Date due | Barcode | Item holds | |
---|---|---|---|---|---|---|---|---|---|
Book | La Retama Central Library | La Retama Central Library | Nonfiction | 658.85 HOP (Browse shelf(Opens below)) | Available | 43185000865541 |
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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