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BYTOMHOPKINS&BENKATT
WHEN BUYERS
SAY NO
60-SECONDBOOKBRIEFS
The starting point
of almost every
sale is going to be
no. Tom Hopkins
and Ben Katt wrote
the book When
Buyers Say No to
h...
First, you need to get the four steps to the
persuasion circle right. You need to:
Establish rapport
Identify needs
Presen...
You need to reestablish
rapport because saying no
is an uncomfortable
experience for most people.
Your job at this point i...
When the buyer says no, it’s
time to back around the
circle, with a few twists.
You need to reestablish
rapport because sa...
You need to uncover all of
the questions and concerns
that stopped the buyer from
saying yes. Make sure you
listen to thei...
Confirm that your answer
has given the buyer the
information they need in
order to make a decision.
THIRD
Confirm that your answer
has given the buyer the
information they need in
order to make a decision.
Ask for the 

sale aga...
CREATEYOUR
GREATEST
WORK
GET THE 12-MINUTE VERSION BY
CREATING A FREE ACCOUNT AT

WWW.READITFOR.ME
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Today's 60-Second Book Brief: When Buyers Say No by Tom Hopkins and Ben Katt

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Learn how to turn that "no" into a "yes." Want to see the full 12-minute summary? Sign-up for a Free Readitfor.me account today @ www.readitfor.me.

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Today's 60-Second Book Brief: When Buyers Say No by Tom Hopkins and Ben Katt

  1. 1. BYTOMHOPKINS&BENKATT WHEN BUYERS SAY NO 60-SECONDBOOKBRIEFS
  2. 2. The starting point of almost every sale is going to be no. Tom Hopkins and Ben Katt wrote the book When Buyers Say No to help us turn that no into a yes. NO
  3. 3. First, you need to get the four steps to the persuasion circle right. You need to: Establish rapport Identify needs Present solutions Ask closing questions
  4. 4. You need to reestablish rapport because saying no is an uncomfortable experience for most people. Your job at this point is to make sure the buyer feels comfortable for not saying yes right away. When the buyer says no, it’s time to back around the circle, with a few twists.
  5. 5. When the buyer says no, it’s time to back around the circle, with a few twists. You need to reestablish rapport because saying no is an uncomfortable experience for most people. Your job at this point is to make sure the buyer feels comfortable for not saying yes right away. FIRST
  6. 6. You need to uncover all of the questions and concerns that stopped the buyer from saying yes. Make sure you listen to their questions fully, restate the questions back to them, and find an element of agreement before giving your answer. SECOND
  7. 7. Confirm that your answer has given the buyer the information they need in order to make a decision. THIRD
  8. 8. Confirm that your answer has given the buyer the information they need in order to make a decision. Ask for the 
 sale again. Rinse, wash, repeat. FOURTH:
  9. 9. CREATEYOUR GREATEST WORK GET THE 12-MINUTE VERSION BY CREATING A FREE ACCOUNT AT
 WWW.READITFOR.ME
  • cunniet1

    May. 17, 2017

Learn how to turn that "no" into a "yes." Want to see the full 12-minute summary? Sign-up for a Free Readitfor.me account today @ www.readitfor.me.

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