When Buyers Say No

Essential Strategies for Keeping a Sale Moving Forward

By: Tom Hopkins, Ben Katt

Narrated by: Pete Larkin

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.

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.

©2014 Tom Hopkins, Ben Katt (P)2014 Hachette Audio

"Rapport" pronunciation

The narrator's unusual pronunciation of the word "rapport" was very distracting. This well-written book presents a logical step by step progression to follow upon meeting resistance from a potential buyer.

Recommended

I'm a sales manager for ADT. Doing both commercial and residential. I read alot, I will definitely add this to the mandatory sales training books to our team.

Good listen!

Working in inside sales, this book pertains mostly to outside sales positions, but there is good information I can use during calls.

An audiobook you have to listen to multiple times

If you could sum up When Buyers Say No in three words, what would they be?

Keep hitting replay

What other book might you compare When Buyers Say No to and why?

I think this is the true sequel to How to master the art of selling by the same author.

Which scene was your favorite?

I appreciated how we should keep our mouths closed

Was there a moment in the book that particularly moved you?

Towards the end when I told myself I can do this

Any additional comments?

The reader was very good but I missed hearing Tommy Boy Hopkins himself and the intro from J. Douglas Edwards that How to Master provided. However the reader is very good

USeful and easy to listen to

This book is Well written with many useful and specific examples. I enjoyed the way it help retrain my green and in bed selling strategy.
I was also incredibly pleased at the authors intentional use of male and female pronouns pause.

Tom is a LEGEND!

This is extremely true to life, when it comes to sales scenarios. This is pure gold, and I'll review it again as it always seems to help me grow my sales and closing ratio. It's easier to win, with a smooth and confident sales mentor like Tom. A+!

needs more conviction

sorry tom, nothing like adding ur own personal conviction to what u teach!
narrate ur audio books

hard to listen for long periods

For me it was very hard to listen too. always felt drained after 30 minutes.