The Foundation To Creating Lasting Change

Understand And Appreciate Their World

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

Podcast 97: You Can Overcome Every Obstacle No Matter What with Lisa Nichols

25 Year old Alex Morton made over $1,000,000 in the Network Marketing industry and has grown his team from 4 - 15,000 young and hungry entrepreneurs.

Joel Brown finds out what it takes to make a million with Alex Morton!

Alex Morton - How To Make Millions In Your Early 20's

Success In Network Marketing - Todd Falcone

the secret behind one of the most exciting success stories in American business 

Ch3- Build Personal Relationships - Disc 1

Unknown Album (7/8/2006 2:13:26 PM)

01 Intro & Winning the Money Game

Understanding Your Physiology

Taking Responsibility for Your Actions

By age 22, Janet had graduated with a BA in Communications, majoring in Psychology, become a punk rock model, Dolly covergirl, movie actress, soapie star, restaurant owner, radio DJ and Australia’s youngest ever copywriter to win a Lion at Cannes.  

As co-founder of Oddfellows Ad agency, she went onto become the most controversial woman in advertising until, seeking a seachange, she and her family moved to north Queensland where they created a multi-million dollar waterfront property development.

At 48, she had it all, except the one thing she’d spent her entire life chasing: the deep contentment that comes from knowing your true calling.

It was a near death experience that provided the breakthrough she was looking for.  Instead of seeing the proverbial light or hearing a choir of angels, the voice that came to her simply stated:  

“Janet, you’ve let everyone down.”

In that second she knew precisely what  it meant. What she thought was selfless sacrifice in looking after her family and chain of businesses was in fact selfishness. She had denied herself and the world her great gift as a teacher.

Janet would spend the next 9 years immersing herself in Personal Development, gaining certification in NLP, Blair Singer’s Train the Trainer, Making the Stage, Master Facilitator, Ultimate Personal Development Program and Accelerated Learning and Master of Self Expression with Larry Gilman.

A lifetime of studying human nature and her rollercoaster of successes and failures became the basis for her breakthrough workshops.

As Janet says, “I’ve spent 40 years figuring out my place on the planet and if I can empower others to do the same and save them a decade or two in the process, I’ve done my job.”

Taking Responsibility for Your Actions

Self Development