Sales Closing for Dummies

"The most revolutionary book you will ever read on selling successfully." -- Glenna Salsbury, CSP, CPAE, and Author "Filled with powerful principles that anyone can use to become a top-producing salesperson." -- E. Anthony Reguero, Chartered Financial Consultant Build Long-Term Relationships and Watch Your Sales Grow!
Get Them to Approve Your Agreement Renowned sales trainer Tom Hopkins provides you with the hands-on tools and techniques you'll need to execute this crucial part of sales negotiation -- the close. Whether you're a newcomer to sales or a savvy pro, Sales Closing For Dummies(R) will help you turn opportunity into bottom-line results! Become a Champion Closer

• Lead a sale without being pushy
• Read the signs of an interested potential buyer
• Use questioning methods that lead to the close time and time again
• Help clients feel good about their buying decisions
• Keep your clients' business and develop loyalty

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