When buyers say no : essential strategies for keeping a sale moving forward / Tom Hopkins and Ben Katt.
By: Hopkins, Tom
.
Contributor(s): Katt, Ben J.
Material type: 
TextPublisher: New York : Business Plus, 2014Edition: First edition.General Notes: Includes index.Description: xiii, 304 pages : illustrations ; 24 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781455550593 (hbk.); 1455550590 (hbk.).Subject(s): Selling | Persuasion (Psychology)DDC classification: 658.85 | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.85 H777 2014 (Browse shelf(Opens below)) | Available | 34284003492519 |
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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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