Description

This book is a reworked update of the original paperback book released in 1993 and based on the original tape series and workbook first released in 1983.  Both were considered exceptional sellers for Australian business books.  In fact an Amazon copy of the Over 50 Ways of Closing the Sale paperback being sold on ebay was offered to buyers for in excess of UK 80 pounds a copy (possibly around US $150 and AUD $200) in mid 2015.  The same book sold for $19.95 for 3 editions in Australia between 1993 and 1995.

There have been some interesting editions and updates that have brought the original book into line with the other six now available for sale in 2015.

#50WaysClosingSeries, #PeterCollins, #ProfitMakerSales, #PeterCollinsProfitMaker, #PeterCollinsSalesAuthor, #Over50WaysofClosingtheSale,

BOOK 1 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 – Selling Fears

Fear – Perhaps the most underrated problem area in sales today

But there aren’t any Miracle Closes

You must be Prepared to Sell

So then What is the Selling Process?

Closing – It should be easy

Overcoming the Fear of Rejection

And yet Fear shouldn’t be the Enemy

There are many more Problems caused by Fear than most realise

Fear creates Call Reluctance

Fear causes Procrastination

Fear reduces Confidence

Fear destroys a healthy Self-image

And fear creates Undue Pressure

Your Customers should have the Fear Problem

This book will teach you How to Close the Sale – without Fear

Research shows Closing is Easy

Chapter 2 – Needs Selling

These are the most commonly asked Questions I’ve encountered

Do people buy on Needs or Wants

We only Buy what we want to Own

Needs Analysis creates More Calls

Then one needs to know the Danger Points of a Sale

There are the Objectives

But Never Overlook Asking

Yet Salespeople tend to Complicate Simple Conversation

Most people avoid making Decisions

Prospect’s need to be Re-assured

Let them Agree rather than Decide

Chapter 3 – Compromise

My first Big Lesson in selling

Game plan or Trick play

Trick play in the Selling field

Here are some of the dangers created by Compromise in Sales

But many still want to Defend the Indefensible

And here are the Definite Problems that stem from these actions

The solution is in your hands

Correcting the problem is easy too

The Five Principles

1. A change in Work Ethic
2. Don’t Cheat on the Boss
3. Respect Authority
4. The World Doesn’t Owe you a Living
5. There’s No Free Lunch

Chapter 4. First Meeting

You have less than four minutes to make your mark

The Eleven Principles

1.    Smile Often
2. Eye Contact is Essential
3. Use the persons Christian Name
4.    Give them your Undivided Attention
5.   Mirror their Body Language
6. Match their Speech
7. Accept people Without Reservation
8. Never Put Down your Opposition
9. Be Calm and Confident
10. Be Well Groomed at All Times
11. But the Most Important Thing Is

Chapter 5. Professionalism

Please read this chapter in order to conclude the Introduction

This is what I believe about Professionalism, and this is Why

A time to Rethink your Attitudes

Learn to Serve your customers / Learn to Give

Salespeople are the Backbone of this Nation

Salespeople Improve Economies

We all live with Self-imposed Fears

Professional are Feared too

And the Rewards can be overlooked

Sales, a truly Noble Profession

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 here’s some more to Digest

And here are some more Benefits – Sales up by 100%

And Profits up by 300%

Now let me Help you

And you should already be Aware of these Facts

How to handle Objections

# 1. TEST CLOSING

* 01 Role Play – The DVD Player

Here are some suggestions to Help you with your Closing

These are the Details you need to Create a Closing Situation

Don’t keep Selling because your Presentation is not yet Completed

The Physical Buying Signals

The Verbal Buying Signals

Here’s some ways $100,000 plus Professional would Work the Sale

Words and Phrases that could Cool your prospect

# 2. BUYING SIGNAL CLOSE

Many prospect’s experience Buying Trauma at the Point of Close

Don’t thank your prospect when Closing the Sale

These are the most commonly known Danger Points in a Sale

Whenever there is any form of Intimidation – Everyone Loses

Take Care when moving from the Presentation Stage to a Close

Do not change the Atmosphere of the Sale at the Point of Close

Here’s what you do after Clinching that Sale you Wanted

# 3 ALTERNATIVE QUESTIONING CLOSE

* 02 Role Play – Alternative Question Close

* 03 Role Play – Selling Milkshakes. 

Five Alternatives Selling quickly isolates the “Hot Buying Signal”

# 4 TIE-ON CLOSE

# 5 QUESTION & ANSWER CLOSE

# 6 QUESTION / ANSWER / TIE-ON CLOSE

# 7 QUESTION / QUESTION CLOSE

Words and Phrases of Emotional Appeal

* 04 Role Play – The “By the Way” Phrase

# 8 POWERHOUSE CLOSE

# 9 SHARP ANGLE CLOSE         

And now a Word of Caution about the last two Closing Styles

Here are some of the reasons Why Prospect’s Buy

The Domestic Environment Buyers

Buyer 1 – The What’s in it for me buyer

Buyer 2 – Pride of Ownership Buyer

Buyer 3 – The Fear of not owning something buyer.

Buyer 4 – The Vanity and Imitation buyer

The Business Environment Buyers

Category 1 – The Untidy Desk.

Category 2 – The Squeaky Clean Desk.

Category 3 – The Not Too Tidy, Not Too Untidy Desk.

Review of the Buyers Categories

* 05 Role Play – Minor Point Close  

# 10 MINOR POINT CLOSE  

# 11 THE DIRECT CLOSE  

# 12 SCARE QUESTIONS CLOSE  

# 13 THE FEAR CLOSE

# 14 THE EGO CLOSE

People only Want to buy what they already Own

Other Ownership Signs could be

But Don’t you Stop or Slow Down

Lean these Five points, and learn them well

Here’s why so many don’t close more

The Executive Secretary

How to make the most of your Reception Room time

# 15 WORD PICTURE CLOSE

# 16 THE CALCULATOR CLOSE

# 17 THE NAME CLOSE

# 18 THE BASIC CLOSE

# 19 BEN FRANKLIN CLOSE     

* 06 Role Pl ay – Ben Franklin Close     

The Ben Franklin Closing Role Play detailed Step-by-Step.

The Ben Franklin Close Role Play detailed in 23 Steps used

The Ben Franklin Close Overview.

The Ben Franklin Close Recap  .

The Ben Franklin Close Summary

# 20 THE COMPARISON CLOSE

# 21 THE SUMMARY CLOSE      

# 22 THE CHECK-LIST CLOSE

My Selling Check-List

Your prospect doesn’t want your product

# 23 THE OWNERSHIP CLOSE

Remember, Don’t Sell the Product – Sell it’s use

# 24 THE TRUST-ME CLOSE

Talk the way the Professionals do

* 07 Role Play – Understanding How to Talk

Think things through – then speak

# 25 AGREE WITH YOUR CUSTOMER CLOSE 

* 08 Role Play – The Card Trick.`.  

And the Best Time to Close is

# 26 THE TESTIMONIAL CLOSE    

# 27 PRODUCT USER CLOSE

The Attitude of the Salesperson at the Point of Close

A – Stay Calm

B – Total Confidence

C – Do Not Be Commission Driven.

D – Develop Trust

E – Assume Total Control

# 28 THE GIFT CLOSE

You’ve Taken on a Unique Job

# 29 THE INCENTIVE CLOSE

# 30 THE UPGRADE CLOSE      

# 31 THE PUPPY-DOG CLOSE

# 32 THE CALL-BACK CLOSE

Some hints on Self Management

# 33 THE MONEY CLOSE .

The Yes Response

Empathy or Sympathy .

# 34 FINANCE CONSOLIDATION CLOSE

* 09 Role Play – Finance Consolidation Close

Avoid Lulls and Quiet Times

# 35 THE INDUCEMENT CLOSE

* 10 Role Play – Inducement Close Example

# 36 THE THREE PARTY CLOSES (First, Second & Third)

# 36A THE FIRST PARTY CLOSE  

# 36B THE SECOND PART CLOSE        

# 36C THE THIRD PARTY CLOSE 

* 11 Role Play – Third Party Close Example

Most People Like to Buy

These are the factors that make up Closing the Sale

Salesman or Conman

# 37 THE APOLOGY CLOSE

# 38 THE ASSUMPTIVE CLOSE

* 12 Role Play – The “TOO” Assumptive Close

Being Too Assumptive has a Penalty

Here are some other Points of Interest to take into account .

These ingredients separate the Good Sellers from Professionals

# 39 THE CONTRACT CLOSE

The Closing process starts when you make your first contact.

Don’t bash your competitors

Do you fall into this category?

1. Order Pads .
2. Clothes.                    .
3. Dirty shoes and Unruly Hair.
4. Brief Case .
5. Your Car
6. Business Cards .

# 40 THE INSTRUCTION CLOSE

* 13 Role Play – The Instruction Close    

# 41 THE DIRECTION CLOSE

# 42 FEATURE / BENEFIT CLOSE

* 14 Role Play – Tell them you sell lots each day

* 15 Role Play – All Sales have Hiccups  

* 16 Role Play – Play the Selling Game   

# 43 ASK FOR THE ORDER CLOSE 

# 44 THE DECISION CLOSE

* 17 Role Play – The Decision Close   

# 45 THE ACTION CLOSE      

* 18 Role Play – Four Action Close Applications.

But the Action Close can have its Danger Points Too

* 19 Role Play – Action Close Danger Points.

Take responsibility for your actions

What to do when confronted with a Personality Clash

How to get your “Lost Sale” back

When to pass your Unsold Leads onto associates

How to use your sales group to work your Unsold Leads

A few more good sources of Leads

Performance Reviews on Double Presentations

# 46 THE SYMPATHY CLOSE

* 20 Role Play – The Sympathy Close    

# 47 FINAL OBJECTION CLOSE

The Final Objection Formula – Here’s how it works

Step 1. Hear the Prospect Out

Step 2. Sell Him His Objection

Step 3. Confirm the Objection

Step 4. Question the Objection

Step 5. Answer the Objection

Step 6. Confirm the Answer

Step 7. Close the Sale.

# 48 I WANT TO THINK IT OVER     .

* 21 Role Play – I want to Think it Over   

What about the Closers Instinct?

# 49 THE DEATH-PAUSE CLOSE

The Death-pause Interview

* 22 Role Play – The Death Pause Interview.

Review of the Death-pause

Review of the Art of Closing the Sale

# 50 THE LOST CALL CLOSE

A quick reminder about your Chosen Profession

A quick review of the $250,000 Closes

And a Final Point to Consider

Others have Achieved Great Things through Determination

The Greatest Desire among Salespeople is to Close More Sales.

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#50WaysClosingSeries, #50WaysClosingBook1, #Over50WaysOfClosingTheSale, #ClosingTheSale, #Closing,

#Selling, #Sales, #PeterCollins, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com, #HotButtonSelling

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