Synopses & Reviews
Synopsis
The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today s competitive new sales environment with 53 case studies drawn from real life.
The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you ll also discover, step-by-step, the secrets of how to:
Analyze the customer s psyche to determine your selling strategy
Cash in on the callbacks and follow-up visits
Make more effective use of the telephone
Get great leads from satisfied clients
Profit from telemarketing
Make sure a closed sale stays closed
Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income.
The appeal of this . . . is in the stories and closing lines collected from master salespeople. You ll be struck by how simple and effective many techniques are. Executive Book Summaries"
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.
Table of Contents
If you can't close, you can't sell -- Viewing closing through the CEO's eyes -- Building your own powerful closing awareness -- How to close first in your own mind : that vital self-sell -- Capitalize on buyer weakness to nail the sale -- How prospects tell you when it's time to close -- Fine-tuning your closing climate -- Using empathy to close more sales -- Your master formula : seven closing keys -- Closing with the beyond any doubt key -- The little question key --The do something key -- Sign 'em up with the coming event -- The third-party endorsement -- Closing with something for nothing -- Ask and get to close and sign -- 29 special closings that rock holdouts and crack hardcases -- How to close when all seems lost --Closing on outrageous objections -- Champ closer as business actor -- Power words that close sales -- How to close for keeps -- Closing with consultation plus conservation -- Negotiating : the diplomatic close --Closing sales to groups -- The master closer in top form.