From the Book - First edition.
The buyer says no. The buyer said no ; What no really means ; Lost in the sale
The circle of persuasion. The circle of persuasion ; Did the buyer's no start with you? ; Did you establish and maintain sufficient rapport? ; Identifying needs ; Discovery questions ; Lowering the buyer's resistance during your presentation ; Asking closing questions
When buyers say no. Re-establishing rapport ; Identifying questions ; Presenting answers ; The key moment of asking for the sale ; Preparing for negotiation requests ; How to negotiate with buyers
The buyer said yes. When buyers say yes! ; Earning the right to even more yeses
Circle of persuasion checklist.
