Set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales demonstrations to each client.

Sooner or later you have to ask for the order ... that's the reality of any sales situation and that vital process is the subject of this classic from the Crisp backlist, revised with a new title that better reflects the process that leads up to closing a sale. Designed as a simple introduction to the process of selling. "Building & Closing the Sale" leads the reader through the stage of establishing rapport, asking in-depth questions and using demonstrations. It focuses on an ethical approach to closing success while overcoming objections and dealing with the needs of a prospect or client. Useful for the novice in selling and for the non-sales person who is often drawn into the sales process today. "Building & Closing the Sale" develops an understandable and sound approach to selling that anyone can use.

Set the stage for an easy and effective closing transaction every time.

Part 1: Building Rapport Closing: An Essential Chapter of the Selling Process Rapport = Trust Pre-Interview Trust Builders Communication Techniques That Build Trust Opportunity: A Favorable Juncture of Circumstances Finding Something in Common Is a Myth Part 2: An Ethical Approach to Closing Success Uncovering Prospects' Needs Ask a Provocative Question To Obtain the Keys to Fort Knox, Use a Take-Away Transition Avoid the Product or Service Trap Part 3: Ask In-Depth, Probing Questions Producing Profitable Interactions 1. Ask Open-Ended Questions 2. Phrase Questions Carefully 3. Rephrase and Redirect to Maintain Control 4. Deal with Negatives Head-On 5. Use the Most Powerful Principle in Communications Part 4: Demonstrations That Close The Demonstration Phase of Closing Appeal to Your Prospect's Emotions Three Important Rules Give Intellectual Proof Ask Trial Closing Questions Answer Objections as Questions, Not as a Roadblock to Your Sale! Beginning the Close Part 5: Closing Is a Process Finalizing Your Sale Recognizing Buying Signals Create a Sense of Urgency Just Ask! Summary Additional Reading