This text is a brief version of book "When a customer talks it "is not"".Most people of one times five answer "no", before to give a positive answer. To convince such uncooperative clients, the authors of book offer the cyclic model of sales, or circle of persuasion. Passing four obligatory stages of transaction and getting the first "no", a salesman must return on initial position and call on the next circle of persuasion. However, it quite not means that it is necessary to repeat the same questions and bring the same arguments over. Tom Хопкинс and Ben Катт for every stage offer the methods.The authors of book equate sales with sport. Players practice, after laid out on complete and conquer a trophy as struck bargain. And does not conquer sometimes. Nothing frightful! It is important to know the rules of game, observe them and not skip training, and victory necessarily will come. After appearance book "When a customer talks "no"" was plugged in ten of the best business-books of month in the online shop of Amazon.com. Let us take apart, how the method of Тома Хопкинса and Ben Катта works.We remind that this text is a summary of book
Questions and answers
What is the book Short maintenance When a customer talks it is not about in short?
The book 'Short maintenance When a customer talks it is not' provides insights into the sales process, emphasizing that most customers initially respond negatively. It introduces a cyclic model of persuasion, guiding salespeople through four essential stages of a transaction. The authors, Tom Hopkins and Ben Catt, compare sales to sports, highlighting the importance of practice and understanding the rules to achieve success.
What is the main idea of the book Short maintenance When a customer talks it is not?
The main idea of the book revolves around the cyclic model of sales, where persistence and strategic questioning are key to overcoming initial objections from customers. The authors argue that sales is akin to a sport, requiring skill, practice, and a deep understanding of the process to convert 'no' responses into 'yes.' By mastering these techniques, salespeople can enhance their effectiveness and achieve better outcomes.
Who should definitely read the book Short maintenance When a customer talks it is not?
This book is essential for sales professionals, entrepreneurs, and anyone involved in customer-facing roles. It offers valuable strategies for overcoming objections and improving persuasion skills. Additionally, those interested in personal development and effective communication will find the insights beneficial for enhancing their interactions and achieving success in various fields.
What books is the book Short maintenance When a customer talks it is not similar to?
The book shares similarities with 'The Psychology of Selling' by Brian Tracy, which also explores effective sales techniques and strategies. Additionally, 'Sell with a Story' by Paul Smith offers insights into storytelling in sales, complementing the persuasive techniques discussed in this book. Both provide practical advice for improving sales performance and understanding customer behavior.
- Name of the Author
- Бровко Елена
- Language
- Russian
- Age
- 16
- Series
- КнигиКратко
Read an excerpt
10/19/2025
Полезное руководство для продавцов
Эта книга является отличным ресурсом для всех, кто работает в сфере продаж. Авторы, Том Хопкинс и Бен Катт, предлагают уникальный подход к процессу убеждения клиентов, который действительно помогает понять, как преодолеть первые отказы. Циклическая модель продаж, описанная в книге, дает четкое представление о том, как двигаться дальше после первого «нет». Мне особенно понравилось, как авторы сравнивают продажи со спортом — это создает мотивацию и настраивает на позитивный лад. Каждый этап сделки подробно разобран, и для каждого из них предложены конкретные методы и техники. Это делает книгу не только теоретической, но и практической. Я рекомендую её всем, кто хочет улучшить свои навыки в продажах и научиться справляться с отказами.