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50 Ways Closing 04

50 Ways Closing 04 – A Further 50 Ways of Closing the Sale

$ 24.95 $ 14.95

In this the fourth book of 50 Ways of Closing the Sale and entitled A Further 50 Ways of Closing the Sale the emphasis moves to areas of sales development and selling styles that encompass areas such as :

  1. Improving Your Selling Skillset
  2. The Power of Focused Preparation
  3. Top Salespeople are an Invaluable Asset
  4. Astute Personal Management – or is it?
  5. Become a Recognised Superstar
  6. Things to do – Creating Great Sales Proposals

The purpose of choosing those six subjects is to couple that information with the 51 closing styles that are presented here to give the salesperson a better understanding of how to couple the two modes of thinking in the ways the two areas of content are finally applied.

#50WaysClosingSeries, #PeterCollins, #ProfitMakerSales, #PeterCollinsProfitMaker, #PeterCollinsSalesAuthor, #AFurther50WaysofClosingtheSale,

Description

In this the fourth book of 50 Ways of Closing the Sale and entitled A Further 50 Ways of Closing the Sale the emphasis moves to areas of sales development and selling styles that encompass areas such as :

  1. Improving Your Selling Skillset
  2. The Power of Focused Preparation
  3. Top Salespeople are an Invaluable Asset
  4. Astute Personal Management – or is it?
  5. Become a Recognised Superstar
  6. Things to do – Creating Great Sales Proposals

The purpose of choosing those six subjects is to couple that information with the 51 closing styles that are presented here to give the salesperson a better understanding of how to couple the two modes of thinking in the ways the two areas of content are finally applied.

#50WaysClosingSeries, #PeterCollins, #ProfitMakerSales, #PeterCollinsProfitMaker, #PeterCollinsSalesAuthor, #AFurther50WaysofClosingtheSale,

BOOK 4 INDEX OF CONTENTS

About Peter Collins Updated

About Peter Collins (Extracted from the 1993. Edition)

Current Books by Peter Collins

About Closing

How to get the most from this book

  1. Idea, Hunch & Inspiration Generation
  2. Written Reviews
  3. Discuss your Ideas with Others
  4. Don’t ever Overlook the Basics
  5. Always set Specific & Attainable Time Limits

Index of Contents

Introduction

Sellers Dread Fear of Rejection

Sellers are Afraid of being Too Pushy

They Don’t Know How to Close

They Don’t Know When to Close

They are Afraid of Objections

They are Afraid of Awkwardness

If You Can’t Close, You Can’t Sell

A Strong Desire to Close is Essential

Part A – ATTITUDES

Please read this – it will help you become a success in sales

Trainers without field experience

Training by those who have never received any training

Those who are genuinely looking for answers are at risk the most

Let’s help you arrest the Decay

This sector will help you see Sales from a New Perspective

Chapter 1 – Improving Your Selling Skillset

Set goals in every area of your life and work on them daily

Eliminate distractions

Be 100% Enthusiastic

When Seeking Advice, Talk to Someone With Runs on the Board

People are Attracted to the Things they Already Believe

Real Facts will be More Important than Opinions – Always

Everyone has an Opinion they want you to Listen to

Take a Course in the Field you want to Major in

Chapter 2 – The Power of Focused Preparation

Even the Very Best can Stumble due to Minor Over-sites

Check-Lists are Crucial Tools for Industry Professionals

Top Professionals Rely on Check-Lists to Help Them Sell

It’s the Basis of True Discipline that Relies on Check-Lists

Every Excuse Comes at a Price Most Don’t Want to Pay

Caution is Vital

Professionalism and Integrity

Attention to Detail by High Achievers

Anybody Can be a High Performance Seller

Chapter 3 – Top Salespeople are an Invaluable Asset

Become an Invaluable Asset in Your Company

Excellence Comes at a Price – No Matter What you do

Are You Really Prepared to Put Your Ideas Into Action

Your Prospect Doesn’t Care About You

Chapter 4 – Astute Personal Management – or is it?

Constantly Feed yourself the Mental Pictures of Who You Really Are

Now Visualise Your Goals

Professionals Do Their Homework Before the Call

Professionals Put Themselves in Their Prospects Position

Control Your Reaction

Live Up To Your True Potential

Top Professionals Know the Importance of Empathy

Top Professionals Don’t Use Empathy Like Others Do

The Buck Stops With You – Always

Chapter 5 – Become a Recognised Superstar

Network – Counter Network – Swap Leads

Meet With Key People – Spread Good Rumours

Go Beyond Single-Niche Marketing – Attend Association Functions

Chair Trade Functions – Work on Yourself – Sponsor Events

Give Awards to the Community – Hold Seminars – Stay Motivated

The Thank You Note

Professional are Feared too

And the Rewards can be overlooked

Sales, a truly Noble Profession

Chapter 6 – Things to do – Creating Great Sales Proposals

  1. As they Spend Time with You they should Feel it’s about Them

Always Open Effectively

Address Their Wants (and Needs) early in the proposal

Show them the Real Value

  1. Now Getting Them to Understand Superiority of Your Proposal

Differentiate

Form Relationships – Know What You Want

  1. One More Way to Creating a Really Good Sales Proposal

Avoid corporate-speak and mumbo-jumbo

Keep it brief – Avoid the words “I” or “We” in the proposal

Using titles or headings – Include at last one testimonial

Include a summary and end with a call to action

Address their Wants and Needs Early

Show your prospects the real value

Avoid and industry jargon or marketing clap-trap

Part B – CLOSING

About some of the terms used

Please read this introduction first

The word ‘No’ Should Not be Feared

In Every Presentation there will be a Buyer and a Seller

And the Losing Seller Pays the Price

And you should already be Aware of these Facts

# 1. AFTER THE PRESENTATION CLOSE.

Growth Categories Will Divide to become Two or More Categories

# 2. ARTISAN CLOSE

Selling With the Prospects Permission

Don’t be Caught Idle

# 3 ASSESSMENT CLOSING      

# 4 ATTENTION TO DETAIL CLOSE

Send them a Hand-Written Note

# 5 BENEFIT CLOSE     

Just Ask the Right Questions

A Goal is Everything

# 6 BEST CASE CLOSE

Time is Money

# 7 BEST TIME CLOSE

Are Top Salespeople Born or Created

Be Aware of Negative Market Influences

# 8 BLITZ CLOSE       

Face the Prospects in the Early Stages

# 9 BONUS CLOSE      

Increase Your Depth of Knowledge

# 10 DITERERS CLOSE  

Develop an Atmosphere of Agreement

The Four T’s in Selling Today

# 11 BREAK AND FIX CLOSE  

#  * CHOICES CLOSES  

The Truth of Classical Selling

The Ability to Analyse

# 12 CHOICE CLOSE  

Develop Your Questioning Ability

Activities are Not a Sales Substitute

# 13 CHOICE OF THREE CLOSE

# 14 COLOMBO (SALE) CLOSE

Quality Counts

Affirmations and Attitudes

# 15 DO YOU HAVE ANY QUESTIONS CLOSE

#  *  COMING EVENT CLOSES

Learn From the Things that Go Wrong

# 16 COMING EVENT CLOSE

Is Your Presentation Working?

Pitch or Presentation

# 17 COMPELLING NEED CLOSE

Surround Yourself With Real Achievers

# 18 COMPANION CLOSE

Prospects Buy on Facts – Not Opinions

Preconceived Limits

# 19 COURTSHIP CLOSE 

Pay Attention to your Attitude

Be Different to your Competitors

Talk Different – Prepare Different

Positive Self-Talk

The Ben Franklin Close Summary

#  * DIRECT CLOSES

# 20 THE COMPARISON CLOSE

# 21 DIRECT APPEAL CLOSE    

Upgrade and Increase Sales Volume

Set Goals – Sell Support Succeed

# 22 DIRECTIVE CLOSE

Don’t be Afraid to Take Risks

# 23 DOOR IN THE FACE CLOSE

# 24 HAGGLER CLOSE

Work Your Forgotten Clients

# 25 DO SOMETHING SPECIAL CLOSE   

Make the Most of Your Reception Room Time

# 26 EMBARRASSMENT CLOSE 

Five Alternatives Selling Quickly Isolates the Hot Buying Signal

# 27 EVALUATION CLOSE

Here are Some Presentation Hints

  1. Don’t Get Side-Tracked
  2. Keep Control of the Calls
  3. Value Building
  4. The Buyer is Not a Statistic
  5. Integrity, Truth and Honour

The Buyers Need to Feel in Control

#  * EXCLUSIVE CLOSES

Enthusiasm Makes up for Knowledge

Positive Thoughts in Sales

# 28 EXCLUSIVE CLOSE

# 29 EXCLUSITIVITY CLOSE

The Desire to Win

Winning is a Desire to Success

# 30 EXTRA INFORMATION CLOSE 

Having the Right Mental Attitude

Reading Percentages in Selling

# 31 FIRE SALE CLOSE

What’s Your Real Image?

Appearance, Body Language, Attitude,

# 32 FUTURE CLOSE

# 33 GAIN CLOSE         

You are NOT Beaten Until you Give Up

Does Your Respect Turn to Judgement too?

5 Ways to Fast-track your Professionalism

  1. Stop Competing Against Other Salespeople
  2. Treat Everyone as Really Special People
  3. Act Like You Want the Sale
  4. the Better You are Organised, the Better Your Results
  5. Become Totally Accountable for Everything

Don’t Tinker With a Good Presentation

Sell One Thing at a Time

# 34 GOOD REASON CLOSE

# 35 GRANTING CLOSE

# 36 HANDSHAKE CLOSE       

# 37 HAPPY CUSTOMER CLOSE

# 38 HELP ME CLOSE

Change Minor Habits

# 39 HUMILIATION CLOSE

Be a Professional Seller

Even the Small Differences Can Mean Big Rewards for the Pro

# 40 HUMOUR CLOSE

Professional Business Owners are as Busy as Professional Sellers

Dealing With Critics

Don’t Take Criticism Personally

Value Constructive Criticism

Opinions are Cheap

Amateurs Compete

# 41 IF I CAN _____ CLOSE

More on Close-ended Questions

Creating a fail-safe presentation

Build Credibility before attempting to sell

Learn your prospects real needs by asking questions  and listening

Position yourself as a problem solver and teacher

It’s All About caring – in Life and in Business

People are Attracted to the Things they Already Believe

# 42 IMITATION CLOSE

Anybody Can Be a High Performance Seller

Professionalism and Integrity

Caution is Vital

# 43 INCONSEQUENTIAL POINT CLOSE   

Old Tricks

Try this Simple Check-List before you Move any Further

#  *  INSTANT CLOSES

Always Time to Change in Selling

# 44 INSTANT CLOSE

Salespeople Need to Decide Emotionally, then Justify Logically

# 45 INSTANT REVERSE CLOSE  

Follow Through on Your Idea

# 46 ISOLATION CLOSE

Power is something others Want for Themselves – read on

Get Back that Same Supply you Started with in Sales

Ensure You Always Listen – Especially if they Lower their Voice

Do the Things for Others that They Will Appreciate

Here are some Suggested Ways to Find Out What to Do Next

# 47 I WANT TO THINK IT OVER CLOSE

Be the one that Light’s up the Dark

# 48 JOKE CLOSE       

You’ll Need to Approach Everything in a Business Manner

Work on those Simple Questions and be Blessed

# 49 LET THEM DISAGREE CLOSE

Learn to Become Open, Honest, Empathetic and Sensitive

Those that Persist Always Succeed

# 50 LOVE CLOSE

#50WaysClosingSeries, #50WaysClosingBook4, #AFurther50WaysOfClosingTheSale, #ClosingTheSale, #Closing,

#Selling, #Sales, #PeterCollinAuthor, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com

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