When Buyers Say No

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.

The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this tricky process.