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.
Selling in Every Moment
Nothing happens until someone sells something. It doesn’t matter if you have a great idea, a great product, service, or place to take friends to eat, you’re always selling. Doubt it? Who was the last person you spoke with? What was the conversation about? Did you sell them on doing something? Sell them on yourself as a friend, spouse, business associate? Or, did they sell you on something?
In business, every interaction with internal and external clients is a sales presentation of sorts. We want to keep our internal clients, our employees, happy working with us. When they’re given clear communications, you’re selling them on an idea, then pointing them toward the starting gate to get the job done. You’re also providing them the tools they need to accomplish the projects they’re assigned. Sell the good ones on staying with your company. Sell the not-so-good ones on seeking employment elsewhere.
About the Author
Tom Hopkins carries the standard as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship.
Over five million salespeople on five continents have attended Tom’s high-energy live seminars. Tom personally conducts over 30 seminars each year traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, Taiwan, Europe, and the Philippines