Description
Book SynopsisSales trainer Tom Hopkins shows how to handle the most crucial part of any sales negotiation - the close - successfully. The text ranges from questioning strategies and understanding the anatomy of a close to managing surprise endings and bowing out gracefully.
Table of ContentsIntroduction 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
