Sales Closing For Dummies
£14.20
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.
Read more
Additional information
| Publisher | 1st edition (7 April 1998), For Dummies |
|---|---|
| Language | English |
| Paperback | 288 pages |
| ISBN-10 | 0764550632 |
| ISBN-13 | 978-0764550638 |
| Dimensions | 13.97 x 2.29 x 21.59 cm |
by Jeffrey Archer
Like sitting an elderley couple down until 1AM and “coercing” them into buying a £10K conservatory Tom Hopkins is of the old school of selling!
Dont take this as a bad point some of his techniques border on manipulative (as indeed do a lot of the great sales books) but they are extremely effective especially if you take the time to listen to some of his Audio.
by sajjad
Very Good information indeed.
These books a very well put together with all the relevant questions and answers.
by GT
great book
by Mark
I commute to work via train and therefore books are a nice way to put this time to good use.
Easy read, and you can re-read parts and enhance skills even more. Very useful, you will see an increase in sales performance, guaranteed. At the end of the day, everyone wants to develop the skills used in their career, and this book is one part of developing those skills. I have decided to make many other dummies purchases as a result.
Only problem is, when I open this book on the train I get the feeling people think I’m stupid because of the “for dummies”!
Anyway, if you’re looking at this book, then it definitely is for you. There are other for dummies books on sales, you may want to purchase those as well.
Regards,
Mark
by traveller
The hardest part of the sale is actually asking for it (closing). This book covers exactly that. It gives you the when, why and how of actually making the sale. Without this skill you might just as well give up selling as a career. The ‘Dummies’ series of books have become one of the publishing worlds ‘teach yourself’ leaders and for me it’s one of, if not, the best. Stuffed full of tips and do’s and dont’s to give you the confidence and more importantly the knowledge to know when, and how to actually ask for the sale. A book for both the beginner and the pro and good to dip into any time. Over 250 pages of pure gold which will put a smile on your face, a spring in your step and money in your pocket. A great and very easy read.
by jon breeds
Very good and thorough book
by Rob Timms
Received good, prompt service and the books were in good condition.
Thank you,
Rob Timms
by Marianne
This book is definitely worth investing in for all types of sales people. Not all tips and tricks apply for every sales person, but no matter what one will learn a lot from going through the book – as well as get a good laugh once in a while, even of how simple it can actually be to be a great closer!