Secrets of Closing Sales

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ISBN: 9780136715122 | 0136715125
Cover: Paperback
Copyright: 9/1/1997

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The most famous book on the art of closing sales is fully updated to meet the challenges of today's competitive and changing sales environment with 53 case studies drawn from real life. This new 6th edition features the newest selling methods, the latest products, new salesperson/customer relations, and new case examples. Index. Over 30,000 sold.

INTRODUCTION: How This Sixth Edition of Secrets Will Help You Close Sales and Enhance Your Income

Part I GETTING PSYCHOLOGICALLY INTIMATE WITH CLOSING

(122)

CHAPTER 1 If You Can't Close, You Can't Sell

(12)

Base Your Entire Approach on Closing

(1)

Tailoring Your Product to Your Prospect

(1)

Be Willing to Take a Chance

(1)

Pro Seller Versus Pro Buyer

(1)

The Key: Try to Close Each Sale

(1)

Managing Yourself and Your Work

(1)

Charisma Helps But Performance Is More Important

(1)

The Value of Persistence

(1)

The No-Work Rationale

(1)

Strong Desire to Close: Essential!

(1)

Beware of Aiming Too Low

(2)

CHAPTER 2 Viewing Closing Through the CEO's Eyes

(18)

When Large-Company CEOS Are Closers and Buyers

(2)

The Growing Company's Management-Minded Closer

(2)

When Mid-Size Company CEOS Hit the Road

(1)

Frank Pacetta: Giant Xerox's High Roller

(1)

Smallbiz Secret: Don't Give Away the Store

(1)

Top Sign--Lloyd Allaire's One-Call Closes

(1)

The Perdue Technique in Closing Services

(2)

Lessons in Closing from Hollywood

(2)

Taggart Proves Picture Is Still Worth 1000 Words

(1)

Drawing the Line in Closing Big Tickets

(4)

CHAPTER 3 Building Your Own Powerful Closing Awareness

(14)

Tapping the Carny Push

(1)

How to Develop Closing Awareness

(2)

Surprising Power of So-That Sentences

(1)

Training Your Closing Consciousness

(1)

How to Self-Start Autoconditioning

(1)

Plotting Your Closing Progress

(1)

How to Create Opportunity As You Go

(1)

Close Earlier and More

(1)

Twelve Ways to Make Your Benefits Outweight the Price Issue

(1)

Developing Closing Momentum

(1)

What Closing Consciousness Is Not

(1)

How to Pattern Yourself on Success

(1)

Uncovering the Client's Hidden Need

(1)

Twenty Everyday Words with Superb Selling Power

(2)

CHAPTER 4 How to Close First in Your Own Mind: That Vital Self-Sell

(10)

How to Sell Yourself First

(1)

Dump Negative Baggage Now

(1)

How to Avoid Nay-Sayers

(1)

Why Knowledge Is Power

(1)

Protecting Customers from Themselves

(2)

Mary Kay's Positive Thinking

(1)

How to Check Up on Yourself

(2)

Bert's No-Worry Formula for Success

(1)

CHAPTER 5 Capitalize on Buyer Weakness to Nail the Sale

(16)

Three Great Complexes That Give You Closing Strength

(1)

Capitalizing on Crowd Psychology

(1)

Understanding Nine Buyer Types

(3)

How to Cope with Attitude Shifts

(2)

Applying Reassurance Power

(1)

Tapping into Mail-Order Appeal

(2)

Uncovering Your Prospect's Hidden Needs

(1)

Overcoming 3 Basic Buyer Fears

(1)

Closing with Ridicule

(1)

On Selling the Empire

(1)

Scotching Order-Blank Fear

(1)

Direct Answers That Reassure

(1)

CHAPTER 6 How Prospects Tell You When It's Time to Close

(14)

How Trial Closes Bring Buying Signals

(1)

Reading Unspoken Signals

(1)

Selling the Unproved Service

(1)

Closing the Captive Prospect

(2)

Columbo's Approach to Closing

(2)

Sandler's Reverse Selling Strategy

(1)

What You Can Learn from Astute Retailers

(2)

Eight Powerful Query Closers

(1)

Speaking Negatively to Get Positive Results

(1)

Be Forever on the Alert

(1)

CHAPTER 7 Fine-tuning Your Closing Climate

(18)

Versatility: Your Closing Ace

(1)

How Four Basic Buyers Types Think

(2)

Analyzing Your Prospect's Style

(1)

Closing with Style-flex

(3)

How to Work Personality Quirks to Advantage

(2)

Above-and-Beyond Servicing

(1)

Selling by Getting Under Your Prospect's Skin

(2)

How to Listen Early for Signs

(1)

Knowing When Not to Talk

(1)

The Power of Enthusiasm

100

(1)

Knowing When to Cool It

101

(2)

Guaranteed Closer-Killers

103

(2)

CHAPTER 8 Using Empathy to Close More Sales

105

(18)

Empathic Words That Close Sales

107

(1)

One Extreme Empathy Ploy

108

(1)

Work to Get the Person Right First

109

(1)

Playing to Ego Yields Empathy

110

(2)

Eight Empathy Questions That Close Sales

112

(1)

How to Pry Open the Clam

112

(1)

How to Appeal to a Chatterbox

113

(1)

The Vital Human Factor

114

(1)

The Pause That Refreshes the Close

115

(1)

Why Shorter Calls Net More Closes

116

(1)

Closing Lab

117

(1)

Closing Lab

118

(5)

Part II CAPITALIZING ON YOUR KNOWLEDGE OF SELF AND BUYER

123

(84)

CHAPTER 9 Your Master Formula: Seven Closing Keys

125

(8)

The Seven Secret Closing Keys

128

(2)

How to Fit the Tool to the Need

130

(1)

Tailoring the Keys to Your Personality

131

(2)

CHAPTER 10 Closing with the Beyond Any Doubt Key

133

(12)

No Doubt About It, You Will Close

134

(1)

How to Lead Your Prospect

135

(2)

We've Got to Go

137

(2)

Asking for More Via Sidedoor

139

(1)

Asking for More and Getting It

139

(1)

Nine Nail-Down Closers

140

(1)

The Mehdi Success Story

141

(4)

CHAPTER 11 The Little Question Key

145

(8)

Don't Ask "If", Ask "Which"

145

(2)

Nail-Down-Detail/Writeup the Sale

147

(1)

Your Assumptive Closing Technique

148

(1)

Using the Win/Win Choice

149

(1)

How to Motivate the Hesitater

150

(1)

Give Your Customers a Minor Choice

150

(3)

CHAPTER 12 The Do Something Key

153

(10)

The Secret: Do As Well As Say

154

(1)

Selling Safety Switches

155

(2)

Make it Easy to Buy

157

(1)

The Cottage Cheese Closing

158

(1)

Dramatic Pause with Water

159

(1)

Overcoming Buyer's Fear with Detail

159

(1)

The Give-Back Order Form

160

(1)

Why Showmanship Sells

160

(3)

CHAPTER 13 Sign'em Up with the Coming Event

163

(10)

Avoid Losing What You Don't Yet Have

164

(1)

The Compelling Need: Stop That Loss

164

(2)

How to Overcome a Buyer's Delay

166

(1)

Six Tested Coming Event Closers

166

(1)

Closing with the Dramatic Gesture

167

(1)

The Coming Event That Never Was

168

(1)

Anticipate Your Prospect's Future Needs

169

(1)

Divert Your Prospect with Arrangements

170

(1)

Nervous Breakdown As Event

171

(2)

CHAPTER 14 The Third-Party Endorsement

173

(8)

Using a Business Story to Create Buying Climate

174

(1)

The Connor and Tedmon Experiment

174

(2)

Making Testimonials Testify

176

(1)

The Hard-Hitting Customer List

176

(1)

Frank's Storytelling Close

177

(2)

Closing Authority-Oriented Prospects

179

(2)

CHAPTER 15 Closing with Something for Nothing

181

(12)

The Final Inducer: Freebie in Reserve

182

(1)

Sandbagging at the Final Round

183

(1)

Using the Value-Added Technique

184

(1)

Give a Client Reason to Sign Now

184

(1)

Great Value! Extra! Extra!

185

(1)

Don't Be Afraid to Give to Get

186

(1)

Easy As Pie, Crafty As a Fox

187

(1)

Five Successful Just-Suppose Questions

188

(1)

Men's Room Diplomacy

189

(1)

Free, Yes, But Not the Whole Store

190

(1)

Inducement: Buy Now or Lose Out

191

(2)

CHAPTER 16 Ask and Get to Close and Sign

193

(14)

Getting Down to Basics: Just Ask

193

(2)

Ask and It Shall Be Given

195

(1)

Nice Guys Ask Directly

195

(1)

What to Do When Other Keys Fail

196

(1)

When Opportunity Looms: Grab It

197

(1)

When to Skip the Presentation Step

198

(1)

Ask Clients: What Else Do You Want?

198

(2)

Don't Forget Polish and Socks

200

(1)

Five Ways to Heat Up Your Cold Call

200

(1)

Human Nature and Expert Closer

201

(1)

When to Use Ask and Get

202

(1)

Closing Lab

202

(2)

Closing Lab

204

(3)

Part III THE MASTER CLOSER IN ACTION

207

(156)

CHAPTER 17 29 Special Closings That Rock Holdouts and Crack Hardcases

209

(10)

CHAPTER 18 How to Close When All Seems Lost

219

(12)

Your Ace in the Hole: Ask Why

219

(1)

Ask: "What Did I Do Wrong?"

220

(1)

Taking Calculated Risks

221

(1)

Closing the Female Wrestler

222

(2)

Relate a Running Narrative

224

(1)

Combatting "I'll Think It Over"

225

(1)

The Value of Pure Repetition

225

(1)

Closing When Everything Goes Wrong

226

(1)

Applying the Closing Balk

227

(1)

Hold Backup Plan in Reserve

227

(2)

Admit the Unthinkable

229

(1)

When to Use Money: The Universal Language

229

(2)

CHAPTER 19 Closing on Outrageous Objections

231

(16)

Basics for Scotching Objections

232

(1)

How to Cure the Common Stall

233

(1)

Nothing to Lose? Get Drastic!

234

(1)

Expose Your Competitor's Weakness

235

(1)

Five Steps in Overcoming Objections

236

(1)

Fighting One More Round

237

(1)

Never Appear As Anxious to Sell As Your Client Is to Buy

237

(1)

The Feel/Felt/Found Matrix

238

(1)

Persistence Pays

239

(1)

Expose Objections As Absurd

240

(1)

Don't Blame the Buyer

240

(1)

Helping Buyers with Win-Win Questions

241

(2)

It May Be Cheap, But Is It Quality?

243

(1)

Six Ways to Sidestep Purchasing

243

(1)

Countering "Your Price Is Too High"

244

(2)

Go Back to Basics

246

(1)

CHAPTER 20 Champ Closer As Business Actor

247

(20)

The Spellbinder As Closer

247

(1)

Closing Tips from Heston/Holbrook/Scott

248

(2)

What Your Speech Says About You

250

(1)

Guidelines on Saying It Better

251

(1)

Presenting with Enthusiasm and Presence

252

(1)

Required: Quick Role-Changes

253

(1)

Collecting Sparkling Stories

254

(1)

Using Distinctive Speech in Selling

255

(1)

Why Selling Means Putting on a Good Show

256

(1)

Say it Journalistically

257

(1)

Ad-Lib: Your Secret Weapon

258

(1)

Commonsense Guide to Business Acting

258

(1)

Lack of Interest? Lethal!

259

(1)

Orchestrating the Story Close

260

(1)

The Emperor's Close

261

(1)

How Demos Help to Close Sales

262

(1)

What Not to Say (and When Not to Say It)

263

(1)

When to Overstate, When to Understate

264

(1)

Be Brief, Be Brief, Be Brief

264

(1)

Be a Word-Miser

265

(2)

CHAPTER 21 Power Words That Close Sales

267

(20)

You Are What You Say

267

(1)

What to Say

268

(1)

How to Say It

268

(2)

Motivating Words: Key to Influence

270

(1)

How Your Language Skills Pay Off

271

(2)

Don't Repeat the Canard

273

(1)

How to Build Your Yes Framework

274

(1)

Always Ask Why

275

(1)

Let's Use Let's Often

276

(1)

Connote or Denote?

277

(1)

The Power in Stating the Prospect's Name

278

(1)

On Using Reassuring Words

279

(1)

Practical Guidelines on Word Mastery

280

(2)

Flattering Without Overdoing It

282

(1)

Avoiding Turn-Off Words

283

(1)

How Tie-Down Words Promote Buying

284

(1)

Replacing Inflammatory Words

285

(2)

CHAPTER 22 How to Close for Keeps

287

(10)

How to Prevent Buyer Remorse

288

(1)

Congratulate Your Buyer on Choice

289

(1)

Turning Disaster to Triumph

290

(1)

Stress Buyer Needs, Not Yours

291

(1)

Taking the Unhurried Closing Route

292

(1)

Helping Buyer Sell Self

293

(1)

Don't Neglect Your Customer--Ever

294

(3)

CHAPTER 23 Closing with Consultation Plus Conversation

297

(20)

Key to Rapport: "We're in This Together!"

300

(1)

What to Do When They Want to Think It Over

301

(1)

Easing Your Buyer's Tension

302

(1)

Three Ways to Break Closing Impasses

303

(1)

How a Soft Answer Turneth Away Wrath

304

(2)

When (and Why) to Offer Free Counsel

306

(1)

Consulting with Three Rs

306

(2)

Basics of Consultative Closing

308

(1)

How Controversational Closing Differs

308

(2)

Guidelines to Listening Skills

310

(1)

When to Call Your Prospect's Hand

311

(1)

Four Tested Conversational Closes

312

(1)

Using Language As a Weapon

313

(1)

One-Sentence Sum-Ups for Color Plus Clarity

314

(3)

CHAPTER 24 Negotiating: The Diplomatic Close

317

(18)

Reducing Negotiation to Common Sense

317

(1)

What to Do When Buyer Tries to Chisel

318

(1)

When Negotiating: Watch What You Say

319

(1)

Against the Odds: Selling 1,000 Infuriated Employees

320

(2)

Using the What-If Negotiation

322

(2)

Three Basic Tools of Negotiation

324

(1)

How to Boomerang Objections into Benefits

325

(1)

The Long and Short of Negotiating

326

(1)

Jousting with Your Brand-Name Competitor

327

(1)

Negotiating Based on Buying Signals

328

(1)

Eight Ways to Overcome Price Objections

329

(2)

How to Win With Top-Down Negotiating

331

(1)

Negotiating Step by Step

332

(1)

Keep a Trade-Off List Handy

333

(2)

CHAPTER 25 Closing Sales to Groups

335

(16)

Ask Your Prospect to Help Present

336

(1)

Getting into Your Prospect's Shoes--Literally!

337

(1)

Using Presence in Closing Groups

338

(2)

Sharpening Your Eye Contact

340

(1)

Guidelines on Presenting to Groups

340

(3)

Surprise! It's a Group Presentation

343

(1)

How to Field Group Questions

344

(1)

Group Selling When You're the Group

345

(1)

The Tier-Marketing Group Close

346

(2)

How to Close Individuals at Group Meets

348

(1)

Booking More Showings

349

(2)

CHAPTER 26 The Master Closer in Top Form

351

(12)

Keep Your Asset Frozen

352

(1)

The Closing Attitude Under Glass

353

(1)

Dave Boue's Visible Closing Keys

353

(3)

How Boue Closed Throughout

356

(1)

Closing Arsenal Available to You

357

(1)

Closing Lab

358

(5)

BIBLIOGRAPHY

363

(2)

INDEX

365

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Secrets of Closing Sales

Summary

Author Biography

Table of Contents

Supplemental Materials

FREE SHIPPING

Rent More, Save More! Use code: BBRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

Secrets of Closing Sales

Summary

Author Biography

Table of Contents

Supplemental Materials

Digital License