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Sales Closing For Dummies
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Sales Closing For Dummies
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Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
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See moreSales 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.
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
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. This is unfortunate 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. He shares his considerable insight and experience on:
- Verbal and visual buying cues and how to recognise 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.
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
Sales Closing For Dummies by Tom Hopkins is praised for its practical strategies and step-by-step guidance on mastering the art of closing sales. Reviewers appreciate its accessibility and comprehensive techniques aimed at improving sales skills. However, some readers feel that while the book is informative, it covers basic concepts that might be familiar to seasoned sales professionals.
Book Details
INFORMATION
ISBN: 9780764550638
Publisher: John Wiley & Sons Inc
Format: Paperback / softback
Date Published: 07 April 1998
Country: United States
Imprint: For Dummies
Audience: General / adult
DIMENSIONS
Spine width: 23.0mm
Width: 140.0mm
Height: 216.0mm
Weight: 249g
Pages: 288
About the Author
About the Author Tom Hopkins, chairman of the board of Tom Hopkins International, became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written many books on sales topics, including Hungry Minds' Selling For Dummies??. Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.
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