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Sales Closing For Dummies

Tom Hopkins (Author)

9780764550638, Wiley

Paperback / softback, published 7 April 1998

288 pages
21.6 x 14 x 2.3 cm, 0.249 kg

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.

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

Subject Areas: Business & management [KJ]
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