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When Bruyere Say No

Essential Strategies for Keeping a Sale Moving Forward

Vydavateľstvo
Hodder & Stoughton, 2014

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...

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Popis knihy

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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Kúpte spolu
When Bruyere Say No - Tom Hopkins, Ben Katt
7 návykov skutočne efektívnych ľudí - Stephen R. Covey
Ušetríte 2,33 €
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Počet strán
320
Hmotnosť
390 g
Rok vydania
2014
Väzba
brožovaná väzba
Jazyk
anglický
Vydavateľstvo
Hodder & Stoughton
Rozmer
150×230 mm
ISBN
9781455583935
Naše katalógové číslo
177692

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Kúpte spolu
When Bruyere Say No - Tom Hopkins, Ben Katt
7 návykov skutočne efektívnych ľudí - Stephen R. Covey
Ušetríte 2,33 €