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Build Long-Term Relationships and Watch Your Sales Grow!
Get Them to Approve Your Agreement Renowned sales trainer Tom Hopkins provides you with the hands-on tools and techniques you'll need to execute this crucial part of sales negotiation -- the close. Whether you're a newcomer to sales or a savvy pro, Sales Closing For Dummies(R) will help you turn opportunity into bottom-line results! Become a Champion Closer
- Lead a sale without being pushy
- Read the signs of an interested potential buyer
- Use questioning methods that lead to the close time and time again
- Help clients feel good about their buying decisions
- Keep your clients' business and develop loyalty
Build Long-Term Relationships and Watch Your Sales Grow!
Get Them to Approve Your Agreement Renowned sales trainer Tom Hopkins provides you with the hands-on tools and techniques you'll need to execute this crucial part of sales negotiation -- the close. Whether you're a newcomer to sales or a savvy pro, Sales Closing For Dummies(R) will help you turn opportunity into bottom-line results! Become a Champion Closer
- Lead a sale without being pushy
- Read the signs of an interested potential buyer
- Use questioning methods that lead to the close time and time again
- Help clients feel good about their buying decisions
- Keep your clients' business and develop loyalty
Introduction 1
Part I: A Close by Any Other Name Is Still a Close 7
Chapter 1: Falling in Love with Closing 9
Chapter 2: The Anatomy of a Close 19
Chapter 3: The Anatomy of a Closer 39
Part II: Tactics and Strategies of Champion Closers 57
Chapter 4: The No-Frills Close 59
Chapter 5: Questioning and Listening Strategies 69
Chapter 6: Closes That Overcome Fear 91
Chapter 7: Putting an End to Procrastination 119
Chapter 8: Closing the Tough Customer 143
Chapter 9: Remote Closing 157
Part III: Continuing to Build Your Business 173
Chapter 10: Keeping the Sale Closed 175
Chapter 11: Add-On Selling 185
Chapter 12: Bowing Out Gracefully (But Keeping Your Foot in the Door!) 197
Part IV: The Part of Tens 211
Chapter 13: Ten Reasons People Choose Your Product or Service 213
Chapter 14: Ten Reasons People Don't Choose Your Product or Service 219
Chapter 15: Ten Ways to Put Your Clients at Ease 225
Chapter 16: The Ten Biggest Closing Mistakes 231
Chapter 17: Ten Ideas for Creative Closing 241
Chapter 18: Ten Ways to Master the Art of Closing 247
Index 253
| Erscheinungsjahr: | 1998 |
|---|---|
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Einband - flex.(Paperback) |
| ISBN-13: | 9780764550638 |
| ISBN-10: | 0764550632 |
| UPC: | 785555550636 |
| EAN: | 0785555550636 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Hopkins, Tom |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 216 x 140 x 16 mm |
| Von/Mit: | Tom Hopkins |
| Erscheinungsdatum: | 30.04.1998 |
| Gewicht: | 0,368 kg |
Introduction 1
Part I: A Close by Any Other Name Is Still a Close 7
Chapter 1: Falling in Love with Closing 9
Chapter 2: The Anatomy of a Close 19
Chapter 3: The Anatomy of a Closer 39
Part II: Tactics and Strategies of Champion Closers 57
Chapter 4: The No-Frills Close 59
Chapter 5: Questioning and Listening Strategies 69
Chapter 6: Closes That Overcome Fear 91
Chapter 7: Putting an End to Procrastination 119
Chapter 8: Closing the Tough Customer 143
Chapter 9: Remote Closing 157
Part III: Continuing to Build Your Business 173
Chapter 10: Keeping the Sale Closed 175
Chapter 11: Add-On Selling 185
Chapter 12: Bowing Out Gracefully (But Keeping Your Foot in the Door!) 197
Part IV: The Part of Tens 211
Chapter 13: Ten Reasons People Choose Your Product or Service 213
Chapter 14: Ten Reasons People Don't Choose Your Product or Service 219
Chapter 15: Ten Ways to Put Your Clients at Ease 225
Chapter 16: The Ten Biggest Closing Mistakes 231
Chapter 17: Ten Ideas for Creative Closing 241
Chapter 18: Ten Ways to Master the Art of Closing 247
Index 253
| Erscheinungsjahr: | 1998 |
|---|---|
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Einband - flex.(Paperback) |
| ISBN-13: | 9780764550638 |
| ISBN-10: | 0764550632 |
| UPC: | 785555550636 |
| EAN: | 0785555550636 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Hopkins, Tom |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 216 x 140 x 16 mm |
| Von/Mit: | Tom Hopkins |
| Erscheinungsdatum: | 30.04.1998 |
| Gewicht: | 0,368 kg |
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