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.

Download:
http://www.audible.com/pd/Business/When-Buyers-Say-No-Audiobook/B00IK1CN8S/ref=a_search_c4_1_1_srImg?qid=1396881061&sr=1-1
http://www.audiobooks.com/audiobook/when-buyers-say-no-essential-strategies-for-keeping-a-sale-moving-forward/208464
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CD:
http://www.bookish.com/books/when-buyers-say-no-tom-hopkins-9781478926986
http://www.amazon.com/When-Buyers-Say-Essential-Strategies/dp/1478926988/ref=sr_1_1_title_2_aud?ie=UTF8&qid=1396881174&sr=8-1&keywords=when+buyers+say+no
http://www.barnesandnoble.com/w/when-buyers-say-no-tom-hopkins/1118816823?ean=9781478979333

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When Buyers Say No by Tom Hopkins and Ben Katt, Read by Pete Larkin - Audiobook Excerpt

Build Relationships

5. Success System Numbers - Bob Safford

Prospecting Training-primerica

These audios were designed to program your brain for success in building your business. It was originally designed for "network marketing" but can be applied to any business, as all businesses generally have the same elements needed for success.

Listen to this set of audios as often as you can. Listen to it in the background, while you're doing other tasks (cooking, washing dishes, driving, showering, etc.), and even actively. You don't necessarily need to really focus on the words, especially in the beginning. It still works as background "noise." The more you listen, the faster it will program your brain for building a successful business. 

You can listen to the whole set of 10 audios at once or on repeat. 

You could also listen to tracks as you need it. For example, if you're feeling fearful of prospecting or making phone calls, listen to tracks 2 or 3 respectively. 

If you had some rejection and are feeling bad, listen to track 6.

These audios will tell you what TO say when you talk to yourself and what to think so you have the right perspective.

Check out Dr. Shad Helmstetter and the Self Talk Institute for more. 

Program 1 - Building your (network marketing) business

The Abundant Life

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