Secrets of closing sales
Author(s)
Bibliographic Information
Secrets of closing sales
Prentice Hall, c1993
6th ed
Available at / 2 libraries
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Note
Includes bibliographical references (p. 363-364) and index
Contents of Works
- 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
Description and Table of Contents
Description
A new edition of the best-selling guide to the art of closing sales. The new edition provides tactics, strategies and methods, and coverage now includes insight into critical path selling, group selling, strategic selling, and key account selling. Other topics covered included how to analyze the customer psyche, how to cash in on callbacks, how to make the telephone your tool, not your tyrant, how to get leads from satisfied customers, and how to profit from telemarketing.
by "Nielsen BookData"