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How to get that sale even after the customer says no!

Business Next
January 28, 2015 7:00 PM

business-spotlightMichael Rogers, vice president communications for the Small Business Association of Michigan, interviews sales expert Tom Hopkins, author of “When Buyers Say No – Essential Strategies for Keeping a Sale Moving Forward.” Michael talks to Tom about how to understand how your closing question impacted the buyer, moving into re-establishing rapport with the simplest of phrases, keeping the sales conversation moving forward, asking deeper questions about what is causing the buyer to stall, re-presenting key points, addressing the real final concerns, reaching a point where you can ask for the sale again and successfully negotiating a myriad of aspects of the sale that lead back to a commitment from the buyer – a closed sale.

Business Next, hosted by Michael Rogers, has tips and advice on how small business owners can be more efficient, profitable and successful.

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