Synopses & Reviews
Ever notice that the upper 20 percent of salespeople tend to close more than 80 percent of the sales? Since 1940,
Secrets of Closing Sales has helped thousands of salespeople rise to the top. Now in its seventh revised edition, this classic bestseller has been updated to meet the challenges of todays competitive and changing sales environment. With detailed coverage of new selling methods, innovative strategies, and a treasury of real-life examples, this book will teach you, step by step, how to:
Read a prospects unspoken signals
Combat objections such as Ill think it over or Your price is too high
Ask for more than you really needand get it
Uncover your buyers hidden weaknessand overcome it
Highlighted by actual case histories that demonstrate these successful selling strategies and techniques, Secrets of Closing Sales is the one tool that sales professionalswhether veterans or newcomersneed to double or even triple their current income.
Synopsis
With detailed coverage of new selling methods, innovative strategies, and a treasury of real-life examples, this classic bestseller has been updated to meet the challenges of today's competitive and changing sales environment.
Synopsis
Ever notice that the upper 20 percent of salespeople tend to close more than 80 percent of the sales? Since 1940,
Secrets of Closing Sales has helped thousands of salespeople rise to the top. Now in its seventh revised edition, this classic bestseller has been updated to meet the challenges of today's competitive and changing sales environment. With detailed coverage of new selling methods, innovative strategies, and a treasury of real-life examples, this book will teach you, step by step, how to:
Read a prospect's unspoken signals
Combat objections such as "I'll think it over" or "Your price is too high"
Ask for more than you really needand get it
Uncover your buyer's hidden weaknessand overcome it
Highlighted by actual case histories that demonstrate these successful selling strategies and techniques, Secrets of Closing Sales is the one tool that sales professionalswhether veterans or newcomersneed to double or even triple their current income.
About the Author
Roy Alexander heads his own consulting firm in New York City and is particularly noted for his sales and communications consultations in energy- related fields.
Charles B. Roth is deceased.
Table of Contents
contents Foreword: How Secrets Build Revenues and Profitsvii Preface: Push Em UphillToday and Tomorrowix
PART I. Closing with Mental Byplay and Panache
1. If You Cant Close, You Cant Sell3
2. Closing Through the CEOs Eyes15
3. Building Your Powerful Closing Awareness28
4. Close First in Your Own Mind42
5. Nail the Sale: Capitalizing on Buyer Weakness54
6. How Prospects Tell You When Its Time to Close71
7. Fine-tuning Your Closing Experience87
8. Harness Empathy and Close More Sales105
9. Your Master Formula: Seven Closing Keys120
PART II. Capitalize on Ability to Control Both Presenter and Buyer
10. Closing with the Beyond Any Doubt Key131
11. Using the Little Question Key142
12. Demonstration: The Do Something Key149
13. Whet Appetites with Coming Events159
14. The Power of the Third-Party Endorsement169
15. Closing with Something for Nothing178
16. The Basic Close: Ask and Get190
PART III. How Master Closers Sign the Big Money
17. Special Closings That Rock Holdouts and Crack Hard Cases205
18. Closing When All Seems Lost216
19. Closing in the Face of Outrageous Objections228
20. The Champ Closer as Business Actor246
21. Power Words That Close Sales264
22. When Buyers Remorse Sits Backward in the Saddleat Full Gallop282
23. Power Closingvia Conversation292
24. Negotiation: The Diplomatic Close311
25. Closing Sales to Groups330
26. The Master Closer in Top Form352
Index365