Michael 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.