Tom Hopkins
Book Description
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.
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.
Tom got his start at the young age of 19 in the field of real estate. After failing miserably his first six months, he discovered that successful selling is a learned skill. He became an avid student, making selling his hobby. By the age of 27, he achieved millionaire status having sold over 1,553 homes.
With his strategies in great demand, Tom moved into the field of training, holding seminars, creating broadcast quality video systems, and high-quality audio recordings as well as writing books. His proven-effective methods and strategies for selling have been in high demand nearly 40 years.
Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.6 million copies worldwide. He has also authored 16 other books on the topics of selling and success. His latest, When Buyers Say No, is receiving rave reviews.|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.
Tom got his start at the young age of 19 in the field of real estate. After failing miserably his first six months, he discovered that successful selling is a learned skill. He became an avid student, making selling his hobby. By the age of 27, he achieved millionaire status having sold over 1,553 homes.
With his strategies in great demand, Tom moved into the field of training, holding seminars, creating broadcast quality video systems, and high-quality audio recordings as well as writing books. His proven-effective methods and strategies for selling have been in high demand nearly 40 years.
Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.6 million copies worldwide. He has also authored 16 other books on the topics of selling and success. His latest, When Buyers Say No, is receiving rave reviews.|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.
Tom got his start at the young age of 19 in the field of real estate. After failing miserably his first six months, he discovered that successful selling is a learned skill. He became an avid student, making selling his hobby. By the age of 27, he achieved millionaire status having sold over 1,553 homes.
With his strategies in great demand, Tom moved into the field of training, holding seminars, creating broadcast quality video systems, and high-quality audio recordings as well as writing books. His proven-effective methods and strategies for selling have been in high demand nearly 40 years.
Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.6 million copies worldwide. He has also authored 16 other books on the topics of selling and success. His latest, When Buyers Say No, is receiving rave reviews.|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.
Tom got his start at the young age of 19 in the field of real estate. After failing miserably his first six months, he discovered that successful selling is a learned skill. He became an avid student, making selling his hobby. By the age of 27, he achieved millionaire status having sold over 1,553 homes.
With his strategies in great demand, Tom moved into the field of training, holding seminars, creating broadcast quality video systems, and high-quality audio recordings as well as writing books. His proven-effective methods and strategies for selling have been in high demand nearly 40 years.
Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.6 million copies worldwide. He has also authored 16 other books on the topics of selling and success. His latest, When Buyers Say No, is receiving rave reviews.|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.
Tom got his start at the young age of 19 in the field of real estate. After failing miserably his first six months, he discovered that successful selling is a learned skill. He became an avid student, making selling his hobby. By the age of 27, he achieved millionaire status having sold over 1,553 homes.
With his strategies in great demand, Tom moved into the field of training, holding seminars, creating broadcast quality video systems, and high-quality audio recordings as well as writing books. His proven-effective methods and strategies for selling have been in high demand nearly 40 years.
Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.6 million copies worldwide. He has also authored 16 other books on the topics of selling and success. His latest, When Buyers Say No, is receiving rave reviews.|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.
Tom got his start at the young age of 19 in the field of real estate. After failing miserably his first six months, he discovered that successful selling is a learned skill. He became an avid student, making selling his hobby. By the age of 27, he achieved millionaire status having sold over 1,553 homes.
With his strategies in great demand, Tom moved into the field of training, holding seminars, creating broadcast quality video systems, and high-quality audio recordings as well as writing books. His proven-effective methods and strategies for selling have been in high demand nearly 40 years.
Tom Hopkins is the author of “How to Master the Art of Selling™,” which has sold over 1.6 million copies worldwide. He has also authored 16 other books on the topics of selling and success. His latest, When Buyers Say No, is receiving rave reviews.
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