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Building & Closing the Sale: Proven Methods For Closing Sales,9781560525981

Building & Closing the Sale: Proven Methods For Closing Sales

by
Edition: Revised
Format: Paperback
Pub. Date: 10/6/2000
Publisher(s): Crisp Learning
Availability: This title is currently not available.

Summary

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.

Table of Contents

Part 1: Building Rapport
Closing: An Essential Part of the Selling Process
3(5)
Rapport = Trust
8(1)
Pre-Interview Trust Builders
9(11)
Communication Techniques that Build Trust
20(3)
Opportunity: A Favorable Juncture of Circumstances
23(9)
Finding Something in Common Is a Myth
32(5)
Part 2: An Ethical Approach to Closing Success
Uncovering Prospects' Needs
37(4)
Ask a Provocative Question
41(3)
To Obtain the Keys to Fort Knox, Use a Take-Away Transition
44(2)
Avoid the Product or Service Trap
46(5)
Part 3: Ask In-Depth, Probing Questions
Producing Profitable Interactions
51(14)
Ask Open-Ended Questions
52(2)
Phrase Questions Carefully
54(2)
Rephrase and Redirect to Maintain Control
56(2)
Deal with Negatives Head-On
58(3)
Use the Most Powerful Principle in Communications
61(4)
Part 4: Demonstrations That Close
The Demonstration Phase of Closing
65(5)
Appeal to Your Prospect's Emotions
70(1)
Three Important Rules
71(1)
Give Intellectual Proof
72(7)
Ask Trial Closing Questions
79(2)
Answer Objections as Questions, Not as a Roadblock to Your Sale!
81(3)
Beginning the Close
84(9)
Part 5: Closing Is a Process
Finalizing Your Sale
93(3)
Recognizing Buying Signals
96(2)
Create a Sense of Urgency
98(2)
Just Ask!
100(2)
Summary 102(1)
Additional Reading 103

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