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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward Audio CD – Audiobook, CD, Unabridged


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When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward + Tom Hopkins Audio Sales Collection + The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
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Product Details

  • Audio CD
  • Publisher: Business Plus; Unabridged edition (April 1, 2014)
  • Language: English
  • ISBN-10: 1478926988
  • ISBN-13: 978-1478926986
  • Product Dimensions: 5.2 x 0.8 x 5.8 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #335,408 in Books (See Top 100 in Books)

Editorial Reviews

From Booklist

Every no means something different in sales. And rather than relying on a rote way of teaching how to break through these obstacles, experts Hopkins (author of How to Master the Art of Selling, 1980) and Katt show readers through examples. Their process is named the “circle of persuasion,” which starts and ends with traditional steps, from establishing rapport to closing the sale. What makes the program work is the authors’ intense attention to detail as well as two conversation-filled case histories that mirror the content in each chapter. Here, salesperson “Kate” focuses on business sales; “Bob,” on residential. Emphasizing that a no doesn’t signify a personal rejection, Hopkins and Katt pound away on the fundamental skills every good salesperson should acquire, such as listening, going beyond surface rapport, relaxing (a key attribute when the close is near), and negotiating. Selling well is not an easy subject to teach on the printed page; both authors will earn readers’ respect for doing just that. --Barbara Jacobs --This text refers to the Hardcover edition.

Review

"Saying no to a pro gets them on the go, because most great and well-trained salespeople think dyslexically that "no" means "on." Tom and Ben's book will effectively train you to get to "ON" WHEN THE CUSTOMER SAYS NO. Enjoy reading my friends' book that will leverage you to vast profitability, service with a smile, and sales greatness. By reading this inspired book you will thank them in your prayers." - MARK VICTOR HANSEN, CO-CREATOR OF THE WORLD'S BEST-SELLING SERIES CHICKEN SOUP FOR THE SOUL

"There are a lot of books on selling, but none of them provide the kind of ground-breaking insights that Hopkins and Katt provide in WHEN BUYERS SAY NO. This will become mandatory reading for all sales professionals in the years to come." - JOHN O'DONNELL, CKO, ONLINE TRADING ACADEMY



"A crystal clear, concise How-To book that uncovers the hiddden 'yes' behind every 'no'." - ANTHONY PARINELLO, BESTSELLING AUTHOR OF SELLING TO VITO, THE VERY IMPORTANT TOP OFFICER



"Hopkins and Katt prove Henry Ford's theory of 'Whether you think you can or you can't, you're right' by starting with the salesperson's mindset to determine sales success. The tactics that follow help overcome potential rejection for when buyers say no." - SUZANNE GARBER, RISK MITIGATION CEO



"Wow! What a great book! Sales masters and experts Tom Hopkins and Ben Katt have taken the single most important obstacle to sales success and shown sales professionals how to overcome it once and for all." - BRIAN TRACY, BESTSELLING AUTHOR OF THE PSYCHOLOGY OF SELLING



"I just got an advance copy of WHEN BUYERS SAY NO. I got more out of reading the first chapter than I've gotten out of 99.99% of all the sales books I've read. I predict it will be a classic." - GEOFFREY JAMES, AUTHOR OF BUSINESS WITHOUT THE BULLSH*T AND THE AWARD-WINNING COLUMNIST ON INC.COM

"When you understand what the no's in sales really mean, you'll understand how to get more yeses. Read When Buyers Say No by Tom Hopkins and Ben Katt. You won't regret it!"—BILL BARTMANN, BESTSELLING AUTHOR OF BOUNCING BACK

"Business students and practitioners will find this material very useful."—Library Journal --This text refers to the Hardcover edition.

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Customer Reviews

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Highly recommended for all sales professionals.
Great To Be Rich
The programs really work and my clients NEED the help because I and the programs can save lives!
Bryan Toder
He advocates exploring with your potential client if what you are selling can really help.
nydunes

Most Helpful Customer Reviews

5 of 5 people found the following review helpful By nydunes on June 11, 2014
Format: Hardcover
I was recently at a farmers market and spoke with a nice man at a booth selling olive oil. I needed olive oil, asked him some questions about it, tasted it (which was great) but didn't buy it that day. Why? I was concerned about the freshness of the oil and how long it took to get from Europe to the states. I was concerned about the way it was collected and pressed and the man at the booth didn't give me enough information about these concerns.

This gentleman could have really used this book as well as anyone who sells anything in any way. When he asked me if I wanted to buy, I said no because I was uncomfortable and had unaddressed concerns about the freshness of the oil. Addressing people's unsaid concerns is exactly what this book is about.

People say "no" in various forms more often than not because they have a concern they may not even be able to articulate. How can you address a concern you don't know? This book does an amazing job showing examples how a salesman can build rapport and trust to address those concerns AND how to continue the sales conversation after the potential client said no.

This book helps anyone in sales dive deeper into the actual issues of why someone is saying no and address those issues to show the potential client why the product or service may actually be the right fit. Sounds obvious right? This book gives great examples of actual dialogue and how simple conversation can change the entire sales pitch around where you really connect with your potential client.

This book rocks. The author, Tom Hopkins, doesn't advocate a pushy, annoying sales strategy. He advocates exploring with your potential client if what you are selling can really help. You are the person to present the solution and address fears and concerns.
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3 of 3 people found the following review helpful By Reg Nordman on May 6, 2014
Format: Kindle Edition
The authors are very seasoned sales trainers and it shows in the text. The first chapter sets quite a task ahead in meeting the buyer who says no. The next nine chapters provide a good review of decent sales tactics which should almost eliminate the no. Decent notes on value as well At Chapter 11 and on they get back to addressing the client who says no and provide real and useful tactics to meet all the questions you get at this stage and at closing and the inevitable negotiations. Any salesman can see themselves in these situations and will learn something from it. As a sales tactics book it is as good as many that are out there. Where it falls down is the lack of acknowledgement of the buyers process today and how sales can reduce the nos very early, by eliminating many more client issues before getting into all the detail. I see the use of this book with the weak middle of your sales team who just will not adapt to more modern methods or can not.
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2 of 2 people found the following review helpful By Dennis J. Tucker on June 30, 2014
Format: Hardcover
For someone with no direct sales experience or someone needing to get back to the basics, a must have and more importantly a must use volume.
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Format: Kindle Edition Verified Purchase
I'm in a very odd business: I'm a Hypnotist selling high-end hypnosis programs to my clients. The programs are at a "premium" fee level and most people just don’t know what I do when they come in.

The programs really work and my clients NEED the help because I and the programs can save lives!

So, when someone says “No”, it it my DUTY and MISSION to get them to say “Yes!” so that they can live happier and healthier lives!!

“When Buyers Say No” is perfect for anyone to learn the skill of turning around the “No”. It’s almost like a game, really, and the authors of this book basically take any of the pain of getting a “No” and channeling that energy into making and closing the sale.

(Even seasoned sales pros will pick up some great info here!)

The book takes you through what the authors call The Circle of Persuasion. It’s like a map of the sales process. Follow it, and you should come out with the sale! I like it; it’s easy to follow and it works!

Realize that this book is about closing the sale and getting the “No” to a “Yes”; it’s not about how to sell. Get Tom Hopkins’ books for that. “When Buyers Say No” is specifically to teach you how to move the sale to the end where you get the order!

I highly recommend this book.
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1 of 1 people found the following review helpful By carlchucpa on May 16, 2014
Format: Kindle Edition Verified Purchase
This is great book of strategy if you are in sales on how to handle NOs and turn them to YESes!

-Carl Chu, CPA/PFS
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Format: Hardcover
I have been following Tom Hopkins for over 30 years. No one is better at training salespeople than Mr. TH! This book is not regurtigated information, but builds on his previous work. If you are new to TH, then I suggest you read his classic How To Master The Art of Selling first. In fact, don't just read it. Master it. PDR it. That is how you become a pro.

Anyone who has been in sales knows that once you have delivered a presentation, how do you move past no without insulting or losing the customer. Tom has covered this somewhat is his prior work. But in When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward, he takes it further and offers never before revealed information for the times we are in right now.

Excellent book. Highly recommended for all sales professionals.
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