Closing a Sale In a Day For Dummies [NOOK Book]

Overview

Get the know-how to close a deal and make your quota—in a day!

Closing a Sale In A Day For Dummies outlines the anatomy of a sales closing, offers strategies for asking the right questions, and gives you invaluable tips for overcoming tough customers.

  • The anatomy of a ...
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Closing a Sale In a Day For Dummies

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Overview

Get the know-how to close a deal and make your quota—in a day!

Closing a Sale In A Day For Dummies outlines the anatomy of a sales closing, offers strategies for asking the right questions, and gives you invaluable tips for overcoming tough customers.

  • The anatomy of a close
  • Questioning and listening strategies
  • No frills closing techniques
  • Overcoming tough customers

This e-book also links to an online component at dummies.com that extends the topic into step-by-step tutorials and other "beyond the book" content.

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Product Details

  • ISBN-13: 9781118491164
  • Publisher: Wiley
  • Publication date: 10/26/2012
  • Series: In A Day For Dummies
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 72
  • Sales rank: 1,300,363
  • File size: 878 KB

Table of Contents

Introduction 1

What You Can Do In A Day 1

Foolish Assumptions 2

Icons Used in This Book 2

Chapter 1: Surveying the Anatomy of a Close 3

Defining Closing 3

What closing isn’t 4

What closing is 4

Recognizing When to Close 5

Verbal buying signs 6

Visual buying signs 8

Choosing Where to Close 9

Finding a neutral location 9

Closing at your client’s office 10

Closing at your client’s home 11

Mastering the Test Close 12

Addressing concerns 12

Creating a sense of urgency 13

Moving into the Final Close 14

Shifting to paperwork 14

Closing the retail sale 16

Chapter 2: Basking in the No-Frills Close 17

Say What? The Basic Oral Close 18

Make a Note of That: The

Basic Written Close 18

Obtaining permission 19

Double-checking 20

Bridging between Closes 21

Summarizing with questions 21

Asking a lead-on question 22

Chapter 3: Questioning and Listening Strategies 23

Questioning Your Clients 23

Discovery questions 24

Leading questions 25

Closing questions 28

Involvement questions 30

Listening while You Work 30

Grouping the three types of listeners 31

Getting your client’s attention 32

Chapter 4: Overcoming Fear in Your Customers 33

Covering the Bases: Some Fundamentals of Fear 33

Determining Why Your Customer Is Afraid 34

Conquering Customer Fears 35

Distracting Customers from Their Fears 35

Finding the Exact Fear-Conquering Close You Need 37

The “If you say yes” close 37

The negative economy close 38

The big bargain close 38

The money or nothing close 39

The law of 10 close 40

The make it better close 40

The buyer’s remorse close 41

The economic truth close 42

The gaining versus losing close 42

Adapting to the Emotional Environment 44

Chapter 5: Putting an End to the Customer’s Procrastination 45

Pinpointing the Behaviors of a Procrastinating Customer 45

Changing the subject 45

Demonstrating lots of not-so-fast body language 46

Allowing interruptions 47

Canceling visits 48

Failing to return calls 49

Handling Procrastination with Ease 50

Creating a sense of urgency 50

Working the guilt angle 51

Showing customers how to be a hero 51

Assuming the close 52

Having a written agenda 52

Relating to a similar situation 53

Thinking it over 53

Showing that you get what you pay for 54

Fitting your product into the customer’s budget 55

Having no regrets 56

Reaching a compromise 56

Chapter 6: Keeping the Sale Closed 57

Paying Attention to How Customers Say “Yes” 58

Overcoming Buyer’s Remorse 59

Helping customers avoid buyer’s remorse 60

Changing the customer’s tune 61

Looking at Ways to Keep the Sale Sold 62

Offering benefits that build commitment 62

Delivering what you promise — and fast 63

Remembering that silence is golden 63

Beefing up your follow-up 64

Continuing the relationship 64

Chapter 7: Where to Go from Here 65

Taking Your First Steps 65

Visiting dummies.com 66

About the Author 67

Publisher’s Acknowledgments 67

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Sort by: Showing all of 10 Customer Reviews
  • Anonymous

    Posted January 12, 2013

    Helpful

    I think that this will really help people who diddnt grow up around this sport learn the basics of americas favoite sport

    4 out of 4 people found this review helpful.

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  • Anonymous

    Posted March 21, 2013

    Broken System

    I really loved reading my 1st Nook Book ever on my iFone. iCloud for Dummies covered most of the topics I was interested in very well. I would have given the book 4 stars, except for 2 things. 1) - BN has no version of it that works with my PC. 2) - My new MacBook Pro won't even support the Nook App. What's the point!? I bought an expensive Apple computer to do many things, one of them being to read on a superior screen. I'm certainly not spending even more money on a Nook. I'm taking away a star for BN not getting with it, and making a PC version of the book. I'd take away 2 more stars for releasing an App that doesn't support Macs, but decided that a 1 star review would be harsh. It did work on my iFone very well. Did you ever try to read a whole book on the iFone. After panning and scrolling all day, I assure you, you'll be over it. I'm never buying another Nook Book again, until BN resolves their issues with the Mac. Like I said, what's the point.
    PS. - Don't even get into it with Apple. You will surely lose, and the Nook will fade away like so many other platforms of the past. Fix the problem. Work it out. Then I will gladly start buying your Ebooks.

    2 out of 2 people found this review helpful.

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  • Posted July 20, 2014

    Below Average, but acceptable

    Get a book that covers more than just the rules. There are several.

    Football for Dummies - Covers a bit more. Same author and same information, but out of date rules.

    Nfl Football in the Nutshell - Great Read & Good Reference, Covers all aspects of football in the NFL with 2014 rule changes.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted May 29, 2014

    Ugh

    Ugh

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  • Anonymous

    Posted June 28, 2013

    Great book

    Love this series

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  • Anonymous

    Posted May 31, 2013

    Great book for beginners. Just the book I need. Highly recommend.

    Easy to understand and very descriptive.

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  • Posted April 3, 2013

    Never buy a book for dummies or idiots. You are better than that

    Never buy a book for dummies or idiots. You are better than that.

    0 out of 3 people found this review helpful.

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  • Anonymous

    Posted March 4, 2013

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    0 out of 4 people found this review helpful.

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  • Anonymous

    Posted January 10, 2013

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    0 out of 9 people found this review helpful.

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  • Anonymous

    Posted August 17, 2012

    Fast read, very informative! Taking it as a quick reference on m

    Fast read, very informative! Taking it as a quick reference on my Nook
    for my upcoming vacation to Europe! Nice photos!

    Was this review helpful? Yes  No   Report this review
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