Three Things Opening

From two of the world's leading authories on sales' techniques comes an instant classic on how to persuade resistant clients and customers.

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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.

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Available NOW from Hachette Audio as a CD or digital download, and in hardcover and ebook from Business Plus.

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When Buyers Say No by Tom Hopkins and Ben Katt, Read by Pete Larkin - Audiobook Excerpt

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I am a 42 year old Father of 4 wonderful children. Recently, I lost my oldest son 😢  at 19 yrs of age on Jan of 2022 to a tragedy of violence. I have helped raise a beautiful daughter since she was 3 as her only father figure. Despite my hardships, I am filled with a passion for helping to share my wealth of knowledge, caring, education, and opportunities with many communities around the world. A vision of mine is to one day inspire, empower, and uplift people's belief within themselves. To take a chance and give it all they got, to do something great in their lives. For a family, a friend, a community, or a great cause they believe in. Ultimately, my impact will help others create a lasting legacy of impact for their lives as well. Have a blessed day, and thank you for listening it's been a pleasure serving you. :)

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