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Full Description
Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work - the prospecting, preparation, planning, and practice - done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how. 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:
Lead a sale without being pushy
Read the signs of an interested potential buyer
Use questioning methods that close sales, time and again
Help clients feel good about their buying decisions
Keep your clients' business and build their loyalty
Build long-term relationships and watch your sales grow
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:
Verbal and visual buying cues and how to recognize them
Choosing the best location for closing
Addressing concerns and creating a sense of urgency
Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more
The ten biggest closing mistakes and how to avoid them
Add-on selling and other ways of getting your clients to help you to build your business
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.
Contents
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
