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 :
-
- Improving Your Selling Skillset
- The Power of Focused Preparation
- Top Salespeople are an Invaluable Asset
- Astute Personal Management – or is it?
- Become a Recognised Superstar
#ClosingTheSale, #Closing,
- 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
- Idea, Hunch & Inspiration Generation
- Written Reviews
- Discuss your Ideas with Others
- Don’t ever Overlook the Basics
- 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
- 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
- Now Getting Them to Understand Superiority of Your Proposal
Differentiate
Form Relationships – Know What You Want
- 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
- Don’t Get Side-Tracked
- Keep Control of the Calls
- Value Building
- The Buyer is Not a Statistic
- 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
- Stop Competing Against Other Salespeople
- Treat Everyone as Really Special People
- Act Like You Want the Sale
- the Better You are Organised, the Better Your Results
- 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
#Selling, #Sales, #PeterCollinAuthor, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com
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