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Sales Closing For Dummies - Tom Hopkins, 0764550632, paperback
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Ubicado en: Xenia, Ohio, Estados Unidos
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N.º de artículo de eBay:316993476188
Características del artículo
- Estado
- Book Series
- For Dummies
- ISBN
- 9780764550638
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Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0764550632
ISBN-13
9780764550638
eBay Product ID (ePID)
765748
Product Key Features
Book Title
Sales Closing for Dummies
Number of Pages
288 Pages
Language
English
Publication Year
1998
Topic
Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Trade Paperback
Dimensions
Item Height
1 in
Item Weight
12.5 Oz
Item Length
8.4 in
Item Width
5.4 in
Additional Product Features
Intended Audience
Trade
LCCN
98-084648
Dewey Edition
21
Dewey Decimal
658.85
Table Of Content
Introduction 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
Synopsis
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., 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., "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 topproducing salesperson." E. Anthony Reguero, Chartered Financial Consultant Build LongTerm Relationships and Watch Your Sales Grow! Get Them to Approve Your Agreement Renowned sales trainer Tom Hopkins provides you with the handson 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 bottomline 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
LC Classification Number
HF5438.H772 1998
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Enchantme Attic
100% de votos positivos•159 artículos vendidos
Registrado como vendedor particularPor tanto, no se aplican los derechos de los consumidores derivados de las leyes de protección de los consumidores de la UE. La Garantía al cliente de eBay sigue aplicando a la mayoría de compras. Más informaciónMás información
Votos de vendedor (74)
- e***r (309)- Votos emitidos por el comprador.Mes pasadoCompra verificadaThis bag was advertised as being in good condition, but it looks like new to my wife and me. Seller gets an A+ for both packaging and shipping speed. Communication was so stellar, we bookmarked the vendor. Thanks again.
- i***7 (102)- Votos emitidos por el comprador.Últimos 6 mesesCompra verificadaGreat experience overall. Originally, the wrong item was sent, but the seller quickly solved the issue and sent the right one. Excellent packaging, excellent communication and customer service.Scout How Book, 1969 No. 3218S 40M 569 Excellent Condition (#316668643476)
- n***6 (828)- Votos emitidos por el comprador.Últimos 6 mesesCompra verificadaVery secure packaging, item is as described/ pictured, arrived in excellent condition. Great communication and customer service . Would gladly trade with again. Many thanks!!1965 Mint BSA Order of the Arrow Ordeal Ceremony Guide Pamphlet (#316768310544)