By Tom Hopkins
It is a entire and useful consultant which highlights the authors' new strategic techniques to promoting while the client at the start declines or is resistant on a revenues chance. Hopkins and Katt clarify that the majority revenues reps take a standard linear method of promoting, yet that the trick in final is in taking a extra inventive and round procedure. that is the key.
It all starts off with how the customer at the beginning says, "No." Too many revenues reps do not pay shut awareness as to how that is awarded. Hopkins and Katt indicate that "no" could recommend all kinds of alternative recommendations -- avenues which could finally result in the customer truly asserting yes.
The authors introduce a singular suggestion known as the Circle of Persuasion which bargains revenues reps a brand new procedure during this most likely tough technique. alongside the way in which, while purchasers SAY NO information prescriptive steps or even pattern dialogues that would tutor and advisor revenues pros on easy methods to most sensible domesticate buyer-seller relationships.
There's specific emphasis on the way to identify the type of rapport that finally results in a profitable shut.
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Extra info for When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward
Sample text
THE INNER CIRCLE Congratulations! You completed the outer circle of the persuasion model and have led your buyers to the first moment of decision. One of three results will occur. 1. The buyer wants to own. 2. The buyer wants to negotiate. 3. The buyer presents a question or concern. At this point, the Circle of Persuasion can really provide a valuable insight. When answering a question or addressing a concern, you perform the same four steps that you followed to lead the buyer to the first decision point!
Is it the financial stability of your company? • Is it bad press about your industry or your company? Get it out in the open. Putting down on paper what is bugging you about a situation can help release the hidden emotional pressure that subtly undermines your sales efforts. Making a list allows you to more objectively look at your concerns. It allows you to compare those fears and shadows of doubt to all the exciting aspects of your sales environment that you love… and it can create a perspective that minimizes negative feelings.
Of the value of their products or services, 2. of their pricing structure, 3. that their company provides quality customer service or has the best interests of their clients in mind, or 4. that their sales manager or company management is competent. What do you believe about your company and your industry? This is a time for some serious thought. Your level of conviction about what you offer to clients and potential clients directly affects your compensation. In fact, your compensation is a mirror reflection of the amount of service you give.