The Complete Idiot's Guide to Closing the Sale: Close More Salesâ?"Without the Pressure or Manipulation

by Keith Rosen MCC

Overview

Traditional and gimmicky closing techniques are dead. Never be scared or reluctant to ask for the sale again and enjoy the confidence and peace of mind in knowing you have a process that works. Tap into Keith Rosen’s unique, permission-based approach to having a selling conversation with your prospects that fits your style rather than having to “pitch and close.” This book gives you the edge over your competition by showing you, step-by-step, how to get to “yes” more often by aligning your selling approach with the prospect’s preferred buying process and communication style without any pressure, manipulation, or confrontation. You’ll also get exactly what to say in any selling situation, as well as the dialogue that the world’s greatest salespeople use to defuse objections, ask for the sale, and close the deal. Plus, more than 100 case studies, templates, and scripts you can use with Keith’s powerful process-driven selling approach. 

Discover:
-  The five steps that make your sales presentations objection-proof. 
-  A step-by-step system that prevents cancellations, improves client retention, and boosts referrals. 
-  Proven, permission-based closing strategies that get more prospects to “yes.”
-  The real reasons for price objections and why dropping your price will lose the sale. 
-  Three steps to defuse every objection, especially the ones you create.
-  Questions you’re not asking that turn more prospects into clients. 
-  Effective negotiation strategies. 
-  A proven method to boost your confidence and self-esteem—permanently.

Product Details

ISBN-13:	9781440696978
Publisher:	DK
Publication date:	02/06/2007
Series:	COMPLETE IDIOT'S GUIDE Series
Sold by:	Penguin Group
Format:	eBook
Pages:	304
File size:	1 MB

About the Author

Keith Rosen is the executive sales coach that top managers, sales professionals, and executives in many of the world’s leading companies call first. As a prominent, engaging speaker, master coach, and well-known author of many books and articles, Rosen is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, in their behavior, and in their results. For his work as a pioneer and a leader in the coaching profession, Inc. Magazine and Fast Company named Rosen one of the five most respected and influential executive coaches in the country. Software Sales Journal named his coaching firm, Profit Builders, one of the Top Nine Best Training Firms in the country. It was Keith Rosen who was called after the devastation of 9/11 to develop an internal executive coaching initiative for leaders in the intelligence community.

Table of Contents

The Inner Game of Closing     1
Never Close Again!     3
"I'm a Great Closer!"     5
No Closers, Please     6
What Exactly Is Closing?     7
What Closing Is Not     8
Why Traditional Closing Is Dead     10
Closing the Sale or Closing a Person     11
Turning the Model Upside Down     12
Give Value     15
Unlearning What You Learned     16
Why You Don't Have to Close     18
The Anatomy of a Closer     21
Confidence: What It Really Is     22
Fueling Self-Doubt     24
Make Confidence a Choice     26
Are You a Control Freak?     28
Control Is All Based in Fear     30
You're Either Creating or Controlling     30
Be Creative     32
Enthusiasm     35
Sincerity and Authenticity Sell     37
Cerebral Selling-Why People Will Buy from You     43
When Do People Make Buying Decisions?     44
Why People Will Not Buy     47
Handle the Fear or It Will Handle You     47
Get Emotional or Logical?     49
The Dual Role of a Salesperson     51
Empathy or Sympathy?     52
How Am I Perceived?     54
Get in Their Head and Get out with a Sale     59
Adapt Like a Chameleon to Your Surroundings     60
The Simplicity of Selling     62
Mirroring and Reflecting     62
Sell Them Where They Want to Be     66
Ouch, That Hurts! Selling the Pain     67
Wants and Needs-What Is the Difference?     68
I Am Almost Ready to Buy     74
Showing Up as the Sales Champion Your Customers Expect     79
The Enemy Within-Barriers We're Blind To     81
Don't Sell Like You Buy     82
Stop Talking, Start Listening Deeply     87
You're Still Not Listening     89
Eight Barriers That Prevent You from Listening     91
Listening Through Filters-Selective Listening     92
When a Prospect Stops Listening to You     97
Just the Facts, Please     100
Advanced Listening Strategies     103
You're Prejudging, Not Prequalifying     104
Encouraging Silence Closes More Sales     104
Focus More on the Message Than on the Messenger     107
Listening "to" Someone or Listening "for" Something     108
Make People Feel They Are Truly Being Heard     110
Reflective Listening     111
Paraphrasing     112
The Myths of Presenting to Your Prospects     115
Dangerous Knowledge     116
The Paradox of Presentations     118
Questions That Gracefully Correct and Create a New Selling Opportunity     119
Telling Isn't Selling-Asking Questions Is     121
How to Create More Obstacles to the Sale     124
Process-Driven Selling-the Question Is the Answer     126
The Objective of Delivering a Presentation     126
Make Your Sales Presentations Objection-Proof     129
The Five Steps to Delivering a Permission Based Presentation     130
The Introduction     131
Customers Don't Want a Relationship with You     134
Identify the Knowledge Gap     135
The Discovery     136
Use Segue Questions When Presenting     140
Clarifying     143
Discuss Solutions     148
The Close     149
Permission Based Closing: Get the Prospect to "Yes!"     153
The Top Ten Types of Closers     155
Hopeful Harry     156
Pontificating Peter     158
Friendly Freddie      159
Hank the Hammer     160
Not-to-Blame Zane     161
Methodological Mike     164
Paul the Perfectionist     165
Stu the Yesaholic     168
Adrenalized Angie     171
Accountable Alice     174
Why Salespeople Fail     176
Planned or Canned? The Hybrid Closing System     179
The Hybrid Closing System     180
The "Exclusivity" Close     181
The "Going Out of Business" Close     183
The "Price Increase" Close     185
The Risk Reward Close     188
No Budget, No Worries     190
The Fear of Change Close     192
The Why Close     194
The Shopping List Close     195
Sentence Completion     197
Negative Reversal     197
Pride of Work Close     198
With Your Permission     199
Closing the Sale-with Permission     203
The Secret to Overcoming Objections-Don't     204
Defusing Objections Head-On     206
Three Steps to the Sale-I.G.O.! Right to the Close     207
Isolate the Objection     207
Get Permission     209
Offer a Solution     211
Stretch Out Before the Close     212
Turn Objections into New Opportunities     213
How Top Producers Maintain Their Edge     215
Handle the Money or Lose It     217
To Control or Not to Control-Money Issues     218
Dropping the Price Isn't Always a Good Idea     219
How to Literally Build Your Value     220
Always Justify Your Price Drop     221
Recognize When Your Prospects Are Testing You     223
Think Again Before You Split the Difference     224
Stop Creating the Objections That Kill Your Sales!     228
When the Salesperson Creates the Objection     229
Stop the Cancellations and Improve Client Retention     233
A Buyer's Hangover     234
Don't Take Their Eye off the Value     235
Recognize a Cry for Help     235
Why Do People Cancel?     236
Take Responsibility for the Breakdown     238
Reconfirmation: The Pitch-Back     238
When It Makes Sense to Save a Sale     240
Seven Steps to Reducing Cancellations     242
Get Neutral     243
Precall Preparation     243
Conduct an Exit Interview-Making the Call      245
The Rediscovery     246
Save Your Customer! Open Up a New Possibility     248
Offer Another Solution     248
Ask for Referrals     249
Master the Basics: The Advanced Course     253
What's Blocking Your Sales Mojo?     254
The Wrong Lesson Leads to the Wrong Solution     255
Get Back to the Basics     258
Your Only Real Competitor     262
In Closing...Final Thoughts from Your Coach     265
Exclusive Resources for CIG Closers     268
Glossary     271
Index     275

Editorial Reviews

"Keith Rosen challenges conventional wisdom about closing the sale by offering fresh, tactical selling principles that anyone can use to get better results while becoming more comfortable and confident in their selling efforts. Keith's unique, permission based approach to closing not only enhances the salesperson's chances for success, but also helps the prospect's decision making process without any pressure or manipulation. Readers learn a proven step-by-step approach for turning a 'pitch' focused sale into a 'ROI-driven' conversation that's virtually objection-proof. This book will give the reader a competitive edge, and it will bring back the joy of closing more sales faster than ever before."
—Gerhard Gschwandtner, Founder and Publisher, Selling Power

From the Publisher