Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Download or read book The Very Little but Very Powerful Book on Closing written by Jeffrey Gitomer and published by John Wiley & Sons. This book was released on 2015-12-07 with total page 88 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leading authority on sales and customer service reveals how to close the deal on your terms. This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms. The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps. • Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership • Contains essential advice from the leading authority in sales and customer service • Teaches you how to ask the right questions to close the sale

Download or read book The Perfect Close written by James Muir and published by . This book was released on 2020 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: If you want to discover how to close sales using the best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how 'closing the sale' can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. In The Perfect Close: The Secret to Closing Sales you will learn:- A simple method to closing that is nearly always successful (95% range) - Is zero pressure & involves just two questions- How traditional closing techniques damage trust & what you can do remain on emotionally higher ground- How to close more sales in a way that makes clients feel more educated, in control and see you as a facilitator & consultant- A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage- How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business- A natural way to close that doesn't require that you change your personality or become someone you're not- How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments- How to add value on every sales encounterEverything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today.

Download or read book Secrets of Closing the Sale written by Zig Ziglar and published by Revell. This book was released on 2019-05-21 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Full of entertaining stories and real-life illustrations, this classic book will give you the strategies you need to become proficient in the art of effective persuasion, including how to project warmth and integrity, increase productivity, overcome objections, and deal respectfully with challenging prospects. This new edition includes fresh opening and closing chapters as well as tips and examples throughout that illustrate the relevance of these truths in the marketplace today. Also includes a foreword written by Tom Ziglar.

Download or read book Closing the Sale written by Craig Christensen and published by Mango Media Inc.. This book was released on 2019-05-15 with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer success leads to your success—when you learn how to guide the conversation and turn talking into decision-making. Closing is a process, not an event. In the closing process, there are inevitably many conversations with a variety of potential clients. Closing the Sale will teach you how to influence good decisions to achieve mutually beneficial outcomes from these conversations. For clients, decision-making can seem daunting. They may often favor the noncommittal “maybe” over the decisive “yes” or “no.” Closing the Sale will teach you how to help your clients make the best possible decisions for both their business goals and your own, and attain the only real success—the win-win situation. Because the more you focus on creating success for your clients, the more successful you will be. Learn to: •Identify the End in Mind Decision •Address Client Key Beliefs •Resolve Objections •Prepare the Conditions for Good Decision-Making •Open Purposefully—and Close Powerfully

Download or read book Sales Closing Power written by J. Douglas Edwards and published by . This book was released on 1987-01-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Closers written by Jim Pickens and published by The LJR Group, Inc.. This book was released on 1989-03 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: The keystone of Gay's world-famous series of books, first published in 1980, is a complete reference on closing sales and a guide to new sales presentations in today's marketplace. Not a beginner's manual or self-help book, this classic is designed to help master closers brush up and study total closing procedures.

Download or read book Selling to Zebras written by Jeff Koser and published by Greenleaf Book Group. This book was released on 2008-10 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.

Download or read book Selling 101 written by Zig Ziglar and published by HarperCollins Leadership. This book was released on 2003-04-01 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

Download or read book One on One written by Seymour, R. Ian and published by Pelican Publishing Company, Inc.. This book was released on 2010-09-23 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Closing is the most important part of any sale. It is often also the most difficult. Ian Seymour has personally closed more than $32 million in retail sales one on one. Now he wants to share "the secrets of professional sales closing" with salespeople everywhere and turn each salesperson into a real PRO-CLO (a professional sales closer). Written for anyone in business who wants to succeed, grow and prosper, this comprehensive sales closing manual provides step-by-step instructions on how to successfully close any and every sale. The author describes secrets, techniques, methods, and tactics that are proven to work. Among "The Thirty-Nine Steps to Success" detailed in Part One are "Ten Do's and Ten Don'ts," "A Dozen Little Tricks Of The Trade," "Non-Verbal Communication (Body Language)," and "The Difference Between Being Good And Being The Best." The remainder of the book presents solutions to the 42 most common objections, an arsenal of 60 proven closes, and advice on how to make hay while the sun shines. In short, this manual provides everything necessary for you to become a true PRO-CLO. Ian Seymour's selling career began as a teenager when he established his own business selling merchandise door-to-door. Since then he has travelled the world and made enough money from selling to be able to retire. He has for many years been involved in training sales personnel and is a much-sought-after speaker at sales-training seminars.

Download or read book One Call Closing written by Claude Whitacre and published by CreateSpace. This book was released on 2013-12 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Ultimate Solution To Stop The Unending Follow Up Cycle Once And For All! Imagine Closing 80-90% Of Your Prospects On Your First Call... Without Call Backs Or Having To Negotiate Price. One Call Closing Reveals How To Do This. Have you ever had a prospect give you any of these objections? "I want to think about it" "I need to talk to my lawyer/brother/spouse before I go ahead with this" "I can't afford it" "I can buy it cheaper at (your nasty competitor)" "We always sleep on it before we decide" Are you tired of talking to prospects that won't ever buy, and string you along? Does It make you sick to tell your loved ones "It's a number's game, I'll get the next one"? That all ends now. Start Increasing You Sales by 200-500% The Insider's Guide To Closing Sales: Secrets Your Sales Manager Will Never Tell You And Probably Doesn't Know. You have been lied to by Sales Trainers and Sales Gurus. Stop listening to Sales Trainers that only close sales in their dreams. Stop reading sales books by authors who have never made a sale. Inside you'll discover: The closing myths sales trainers tell you that are hurting your sales How to prepare the customer to buy, even before they see you. The best way to discuss price, and when to bring it up. What not to tell prospects, that will guarantee they won't buy. You're doing it now. How to handle competition, and make it irrelevant When to answer objections. It's not what you've been taught. All the questions you need to ask for the customer to close themselves. And yes..... The Single Most Profitable Answer To Any Buying Objection You Will Hear.. Every method in the book is proven in the field. Everything taught has been used successfully in thousands of sales presentations. Everything you read here works. Most sales books are like digging a ton of dirt for a few nuggets of gold. If you seriously want to increase your sales, and make closing in one call a habit...You have just hit the Motherload. "The Only Thing You Won't Be Able To Close...Is This Book"

Download or read book The Closer s Survival Guide written by Grant Cardone and published by Grant Cardone. This book was released on 2015-12-16 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Closer’s Survival Guide is perfect for sales people, negotiators, deal makers and mediators but also critically important for dreamers, investors, inventors, buyers, brokers, entrepreneurs, bankers, CEO’s, politicians and anyone who wants to close others on the way they think and get what they want in life. Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.

Download or read book The Ultimate Book of Sales Techniques written by Stephan Schiffman and published by Simon and Schuster. This book was released on 2013-01-18 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: The secrets of breakout selling! Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as: Sales don't happen unless questions are asked. An objection is an opportunity in disguise. A salesperson's responsibility is to help the client solve a problem. No one ever made a good sale by interrupting a client. Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!

Download or read book How to Close Every Sale written by Joe Girard and published by Business Plus. This book was released on 1989-09-01 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: The world's greatest salesman presents the definitive guide to effectively closing any sales presentation. Girard's previous titles, How to Sell Anything to Anybody and How to Sell Yourself, have a total of00,000 copies in print.

Download or read book Always Be Closing written by Omid Kazravan and published by . This book was released on 2016-07-23 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: *Free Gift* Join the Always Be Closing Tribe to get access to free offers and to keep up to date with trainings and programs. Why you Must Get ALWAYS BE CLOSING: Top Sales People's Training Techniques and strategies to Learn How to Perfect the Art of Selling to Anyone in Order to Get More Customers, Receive More Referrals and Earn More Money book to help you with your business, social skills, and personal life, RIGHT NOW! Limited Time Sale: $9.95 Retail: $19.99 You are guaranteed to see a dramatic increase in your social skills and your sales training that will guarantee to help you make more money and get rich. The Always Be Closing sales strategies are proven to work in any sales environments and outside of the sales environment because it turns you into a giver. The more you give the more you receive. >Omid Kazravan has been training on his interpersonal skills since he was extremely young. Constantly practicing and refining his communication and interpersonal skills. The most requested topic from other professionals is "How do I sell more without coming off as needy?!"Omid Kazravan went ahead and wrote "ALWAYS BE CLOSING: Top Sales People's Training Techniques and strategies to Learn How to Perfect the Art of Selling to Anyone in Order to Get More Customers, Receive More Referrals and Earn More Money" To solve that answer. When you GET THIS BOOK TODAY, You will be learning from one of America's youngest top salesman to quickly and easily create win win situations using excellent interpersonal skills and negotiations skills without feeling pushy because you'll be developing your people skills through this training program. > There are a lot of books out there that teach you how to become a better salesman and make extra money. The thing that makes " ALWAYS BE CLOSING: Top Sales People's Training Techniques and strategies to Learn How to Perfect the Art of Selling to Anyone in Order to Get More Customers, Receive More Referrals and Earn More Money " stand out is the fact that we have taken a whole new approach to the field. A proven new training program that sales executives love. There is also a special chapter in this book that is geared towards helping you remember everyone's names and faces upon meeting them. In How to Win and Influence People, Dale Carnegie says, "Remember that a person's name is to that person the sweetest and most important sound in any language." The first step in improving your communication skills and people skills, is to be able to build a rapport with the people that you want to talk to. What better way to build rapport than to be able to remember that person's name and call them out by it a month a later. Do you think that they will be more open to communicating with you if they knew that you cared enough about them to take the time and remember their name? In the bonus chapter, you will also learn how to use the Art of Visualization to connect deeper with the people that you interact with by remembering the information that you talked about. This will build more trust and strengthen your relationships with others if they know that you actually care about what they have to say by remembering facts from the conversations that you have with them. As you will learn in this book, all of the top salesmen will tell you that The Key to sales is actually having excellent people skills, communication skills and interpersonal skills. It's not about having hard core closing techniques. People respond better to you when they see that you actually care for them. "People don't care how much you know, until they know how much you care." When it comes to sales strategies you need to be able to be the best appreciator and giver in order to see the greatest results. The person that adds the most value wins. Anyone in a leadership role and anyone that wants to see an increase in their sales busines. If you deal with People in Any Capacity, Then THIS BOOK IS FOR YOU

Download or read book Close Deals Faster written by John Asher and published by IdeaPress Publishing. This book was released on 2017 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if there was a book that incorporated key ideas from all major sales institutes and best-selling sales books into a unique sales process with fifteen shortcuts to make sales happen faster?

Download or read book Never Be Closing written by Tim Hurson and published by Penguin. This book was released on 2014-07-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.