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

I learned how to build a multi-million dollar business by “Keeping The Main Thing The Main Thing!”—by focusing my efforts on how many times each day the Isagenix story was being told. Along the way I learned that most people “objected” to something on the way to saying, “Yes!” I also learned that “objections” were simply the prospect’s way to request more information. Once I understood that, I began to welcome objections because I saw “objections” as an opportunity to further the conversation. Here's how....

Answering The Ten Most Common Objections

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