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Hello Holy Gardeners
When buyers say no, average salespeople thank them for their time, and start thinking about their next sales call or where they’ll be having lunch that day. I know you’re not average but you DO encounter the word “no” from potential clients. Everyone is sales does. It’s part of the game of selling.
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My associate, Tom Hopkins, is world-renowned as a sales expert and builder of sales champions. He’s faced a ton of “no’s” in his career, yet achieved sales records that remained unbroken for decades. Believe me when I tell you that he can teach you how to get past them—keeping the sale moving forward. Tom has teamed up with corporate trainer, Ben Katt, to write a phenomenal new book titled, When Buyers Say No.
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You may or may not be aware of the hundreds, if not thousands, of nuances involved in selling—everything from giving the proper greeting to asking the right questions to the Ultimate Question that either makes the sale or leaves the door open for a future sale. Chapter 16 of this new book alone (on negotiation) is worth hundreds of dollars to you.
Other nuances of selling included in When Buyers Say No are:
- How to re-establish rapport after you’ve closed (working your way to another closing opportunity)
- The deeper questions you need to use in order to get the buyer to tell you the real reasons they’re stalling
- The only 4 steps and 3 potential actions you need to improve the results you’re getting
- Negotiation strategies that keep you from getting bowled over by clients who make unrealistic demands
- How to determine if your buyers are motivated more by “price” or “value” and how to adjust your presentation for each situation
- And so, so much more.
Early reviews of the book by other sales experts are exceptional. Here’s just one:
“I just got an advance copy of your new book. I got more out of reading your first chapter than I’ve gotten out of 99.9% of all the sales books I’ve read. I predict it will be a classic.” ~ Geoffrey James, INC. columnist and author of Business Without the Bullsh*t
As a sales professional your job is not to accept orders and do paperwork. Your job is to educate, persuade, motivate, and help people rationalize owning your product or service. Master just a few of the strategies in Tom and Ben’s new book and you’ll be well on the road to becoming a sales champion!
Even better, Tom and Ben had so much content that didn’t fit in the book that they set up a special web page to offer it only to book buyers. When you order your book, you’ll find in it a link to the cut content. Yours with Tom and Ben’s compliments.
To your cold calling success,
Wendy Weiss
The Queen of Cold Calling™
© 2014, Wendy Weiss
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