Details

Closing a Sale In a Day For Dummies


Closing a Sale In a Day For Dummies


In A Day For Dummies 1. Aufl.

von: Tom Hopkins

4,99 €

Verlag: Wiley
Format: PDF
Veröffentl.: 05.11.2012
ISBN/EAN: 9781118491188
Sprache: englisch
Anzahl Seiten: 72

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Beschreibungen

<b>Get the know-how to close a deal and make your quota—in a day!</b> <p><i>Closing a Sale In A Day For Dummies</i> outlines the anatomy of a sales closing, offers strategies for asking the right questions, and gives you invaluable tips for overcoming tough customers.</p> <ul> <li>The anatomy of a close</li> <li>Questioning and listening strategies</li> <li>No frills closing techniques</li> <li>Overcoming tough customers</li> </ul> <p>This e-book also links to an online component at dummies.com that extends the topic into step-by-step tutorials and other "beyond the book" content.</p>
Introduction 1 <p>What You Can Do In A Day 1</p> <p>Foolish Assumptions 2</p> <p>Icons Used in This Book 2</p> <p>Chapter 1: Surveying the Anatomy of a Close 3</p> <p>Defining Closing 3</p> <p>What closing isn’t 4</p> <p>What closing is 4</p> <p>Recognizing When to Close 5</p> <p>Verbal buying signs 6</p> <p>Visual buying signs 8</p> <p>Choosing Where to Close 9</p> <p>Finding a neutral location 9</p> <p>Closing at your client’s office 10</p> <p>Closing at your client’s home 11</p> <p>Mastering the Test Close 12</p> <p>Addressing concerns 12</p> <p>Creating a sense of urgency 13</p> <p>Moving into the Final Close 14</p> <p>Shifting to paperwork 14</p> <p>Closing the retail sale 16</p> <p>Chapter 2: Basking in the No-Frills Close 17</p> <p>Say What? The Basic Oral Close 18</p> <p>Make a Note of That: The</p> <p>Basic Written Close 18</p> <p>Obtaining permission 19</p> <p>Double-checking 20</p> <p>Bridging between Closes 21</p> <p>Summarizing with questions 21</p> <p>Asking a lead-on question 22</p> <p>Chapter 3: Questioning and Listening Strategies 23</p> <p>Questioning Your Clients 23</p> <p>Discovery questions 24</p> <p>Leading questions 25</p> <p>Closing questions 28</p> <p>Involvement questions 30</p> <p>Listening while You Work 30</p> <p>Grouping the three types of listeners 31</p> <p>Getting your client’s attention 32</p> <p>Chapter 4: Overcoming Fear in Your Customers 33</p> <p>Covering the Bases: Some Fundamentals of Fear 33</p> <p>Determining Why Your Customer Is Afraid 34</p> <p>Conquering Customer Fears 35</p> <p>Distracting Customers from Their Fears 35</p> <p>Finding the Exact Fear-Conquering Close You Need 37</p> <p>The “If you say yes” close 37</p> <p>The negative economy close 38</p> <p>The big bargain close 38</p> <p>The money or nothing close 39</p> <p>The law of 10 close  40</p> <p>The make it better close 40</p> <p>The buyer’s remorse close 41</p> <p>The economic truth close 42</p> <p>The gaining versus losing close 42</p> <p>Adapting to the Emotional Environment 44</p> <p>Chapter 5: Putting an End to the Customer’s Procrastination 45</p> <p>Pinpointing the Behaviors of a Procrastinating Customer 45</p> <p>Changing the subject 45</p> <p>Demonstrating lots of not-so-fast body language 46</p> <p>Allowing interruptions 47</p> <p>Canceling visits 48</p> <p>Failing to return calls 49</p> <p>Handling Procrastination with Ease 50</p> <p>Creating a sense of urgency 50</p> <p>Working the guilt angle 51</p> <p>Showing customers how to be a hero 51</p> <p>Assuming the close 52</p> <p>Having a written agenda 52</p> <p>Relating to a similar situation 53</p> <p>Thinking it over 53</p> <p>Showing that you get what you pay for 54</p> <p>Fitting your product into the customer’s budget 55</p> <p>Having no regrets 56</p> <p>Reaching a compromise 56</p> <p>Chapter 6: Keeping the Sale Closed 57</p> <p>Paying Attention to How Customers Say “Yes” 58</p> <p>Overcoming Buyer’s Remorse 59</p> <p>Helping customers avoid buyer’s remorse 60</p> <p>Changing the customer’s tune 61</p> <p>Looking at Ways to Keep the Sale Sold 62</p> <p>Offering benefits that build commitment 62</p> <p>Delivering what you promise — and fast 63</p> <p>Remembering that silence is golden 63</p> <p>Beefing up your follow-up 64</p> <p>Continuing the relationship 64</p> <p>Chapter 7: Where to Go from Here 65</p> <p>Taking Your First Steps 65</p> <p>Visiting dummies.com  66</p> <p>About the Author  67</p> <p>Publisher’s Acknowledgments 67</p>
<b>Tom Hopkins</b>—author of our three selling-skills books, <i>Sales Prospecting For Dummies</i>, <i>Sales Closing For Dummies</i>, and <i>Selling For Dummies</i>—is well known as a master sales trainer and is recognized as the world’s leading authority on selling techniques and salesmanship. Over 4 million people on five continents have attended Hopkins' high-energy live seminars.

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