Tom Hopkins: Sales Closing for Dummies

Cover: 9780764550638 | Sales Closing for Dummies | Tom Hopkins | Taschenbuch | Englisch

Rückseite: 9780764550638 | Sales Closing for Dummies | Tom Hopkins | Taschenbuch | Englisch

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Beschreibung

"The most revolutionary book you will ever read on selling successfully." -- Glenna Salsbury, CSP, CPAE, and Author "Filled with powerful principles that anyone can use to become a top-producing salesperson." -- E. Anthony Reguero, Chartered Financial Consultant

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!

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

Über den Autor

About the Author Tom Hopkins, chairman of the board of Tom Hopkins International, became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written many books on sales topics, including Hungry Minds' Selling For Dummies??. Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.

Inhaltsverzeichnis

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

Details

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

Artikel-ID: 114972290