This book explains how to:
· Gain success and avoid pitfalls
· Meet and exceed goals
· Establish credibility and grow
· Gain a competitive edge
· Learn the qualities of a winning professional.
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.
Selling For Entrepreneurs helps the reader learn from people just like them -entrepreneurs - with passion and enthusiasm for the subject, but without the training or patience for “traditional” selling, who have lived through the rejections and knock-backs to tell the tale!
It details every aspect of the sales process, from planning to presentation to closing. As well as learning nuts and bolts of selling, you’ll find out how to:Develop the self-image to give you the edge in every sales situation Concentrate on the customer's emotional factors to ensure better sales results Identify your customer's most pressing concerns Position your product or service to fill those needs.