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Product 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.
From the Back Cover
"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® 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
Inside This Book
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First Sentence
I love selling! Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
I love selling! Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
5 of 5 people found the following review helpful
Format:Paperback
Like sitting an elderley couple down until 1AM and "coercing" them into buying a £10K conservatory Tom Hopkins is of the old school of selling!
Dont take this as a bad point some of his techniques border on manipulative (as indeed do a lot of the great sales books) but they are extremely effective especially if you take the time to listen to some of his Audio.
Dont take this as a bad point some of his techniques border on manipulative (as indeed do a lot of the great sales books) but they are extremely effective especially if you take the time to listen to some of his Audio.
4 of 4 people found the following review helpful
Format:Paperback
The hardest part of the sale is actually asking for it (closing). This book covers exactly that. It gives you the when, why and how of actually making the sale. Without this skill you might just as well give up selling as a career. The 'Dummies' series of books have become one of the publishing worlds 'teach yourself' leaders and for me it's one of, if not, the best. Stuffed full of tips and do's and dont's to give you the confidence and more importantly the knowledge to know when, and how to actually ask for the sale. A book for both the beginner and the pro and good to dip into any time. Over 250 pages of pure gold which will put a smile on your face, a spring in your step and money in your pocket. A great and very easy read.
Format:Paperback
This book is definitely worth investing in for all types of sales people. Not all tips and tricks apply for every sales person, but no matter what one will learn a lot from going through the book - as well as get a good laugh once in a while, even of how simple it can actually be to be a great closer!
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Most Recent Customer Reviews
First dummies purchase
I commute to work via train and therefore books are a nice way to put this time to good use.
Easy read, and you can re-read parts and enhance skills even more. Read more
Easy read, and you can re-read parts and enhance skills even more. Read more
Published 13 months ago by Mark
Good Service
Received good, prompt service and the books were in good condition.
Thank you,
Rob Timms
Thank you,
Rob Timms
Published 23 months ago by riera
Full of useful information
This book is great you can open it at any page and learn something even if you have been in sales for years BUY IT.
Published on 18 May 2001
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