When Buyers Say No
- Author Ben Katt
- Narrator Pete Larkin
- Publisher Hachette Audio
- Publish Date 1 April 2014
- Run Time 8 hours
- Format Audio
- Genre Business communication and presentation, Business negotiation, Sales and marketing.
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What to expect
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.
| Author | Ben Katt |
|---|---|
| Narrator | Pete Larkin |
| Duration | 8 hours |
| Release Date | |
| ISBN | 9781478979333 |
| Format | Audiobook |
| Publisher | Hachette Audio |
| Genre | Business communication and presentation, Business negotiation, Sales and marketing |
| Availability | US |
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