Closing techniques (that really work!) / Stephen Schiffman.
Publication details: Avon, MA : Adams Media, c2004.Edition: 3rd edDescription: viii, 147 p. ; 22 cmISBN:- 1580628575 (pbk.)
- HF5438.25.S334 2004
Item type | Current library | Collection | Call number | Status | Notes | Date due | Barcode | Item holds | |
---|---|---|---|---|---|---|---|---|---|
BOOK | Strathmore University (Main Library) Open Shelf | BOOK | HF5438.25.S334 2004 | Available | SUF Donation 3 | 74125 |
Includes index.
A third of a season -- The definition of sales -- No gimmicks -- Objections that aren't -- A brief review of the sales cycle -- Why people buy -- Openings precede closings -- A few words about the ideas you'll find in this section of the book -- Know your product or service--and be creative in considering what it can do for someone -- Closings and openings -- Don't overwhelm the prospect -- Selling to committees -- Understanding responses -- Taking responsibility -- Write this down -- Four categories -- Your two objectives for your first in-person meeting -- The option at the end of the first visit -- A horror story -- Verifying your information -- What is a presentation? -- The simple closing statement, revisited -- "I'll have to think about it" -- Dealing with obstacles -- Money, money -- Some general ideas for closing success -- The leadership role -- Don't reinvent the wheel.
1. The fundamentals
2. Breakthrough ideas for closing success
3. Rethinking your relationship with the prospect
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