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Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to:
With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on:
Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer.
PART I: A Close by Any Other Name Is Still a Close.
Chapter 1: Falling in Love with Closing.
Chapter 2: The Anatomy of a Close.
Chapter 3: The Anatomy of a Closer.
PART II: Tactics and Strategies of Champion Closers.
Chapter 4: The No-Frills Close.
Chapter 5: Questioning and Listening Strategies.
Chapter 6: Closes That Overcome Fear.
Chapter 7: Putting an End to Procrastination.
Chapter 8: Closing the Tough Customer.
Chapter 9: Remote Closing.
PART III: Continuing to Build Your Business.
Chapter 10: Keeping the Sale Closed.
Chapter 11: Add-On Selling.
Chapter 12: Bowing Out Gracefully (But Keeping Your Foot in the Door!).
PART IV: The Part of Tens.
Chapter 13: Ten Reasons People Choose Your Product or Service.
Chapter 14: Ten Reasons People Don't Choose Your Product or Service.
Chapter 15: Ten Ways to Put Your Clients at Ease.
Chapter 16: The Ten Biggest Closing Mistakes.
Chapter 17: Ten Ideas for Creative Closing.
Chapter 18: Ten Ways to Master the Art of Closing.
Book Registration Information.
Posted January 26, 2008
I sell for the largest company in my industry and this is required reading.There is a alot of information that is helpful to experienced and inexperienced sales professionals.I usually don't put alot of stock in what a reviewer has to say.I rank them right up there with movie critics.So read the book and you will learn something.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted August 2, 2007
From the cover title this book seems very promising. And that is why I was a little disappointed that I didn't really get much out of the content. If you want a book on firm closing techniques check out The Method of Selling by Mark BenedictWas this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted April 7, 2004