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Item Information       Summary     More Content     More by this author     Hopkins, Tom.     Subjects     Selling.     Persuasion (Psychology)     Browse Catalog     by author:      Hopkins, Tom.       by title:      When buyers say no [...         MARC Display

When buyers say no [electronic resource] : essential strategies for keeping a sale moving forward / Tom Hopkins and Ben Katt. by Hopkins, Tom. New York : Business Plus, 2014. Subjects Selling.   Persuasion (Psychology) Electronic Resource http://hawaii.lib.overdrive.com/ContentDetails.htm?ID=4E04F3B8-146F-4F9C-BA5D-C28A718FCBEA This title is available online; click here to access Electronic Resource http://images.contentreserve.com/ImageType-100/0017-1/{4E04F3B8-146F-4F9C-BA5D-C28A718FCBEA}Img100.jpg ISBN:  9781455579259 (electronic bk.) 1455579254 (electronic bk.) Description:  1 online resource (xiii, 304 pages) : illustrations. Edition:  First edition. Contents:  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. Requests:  0 Summary:  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.   Copy/Holding information No Item Information

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