Description

In this the fifth book of 50 Ways of Closing the Sale and entitled 50 More Ways of Closing the Sale the emphasis moves to areas of sales development and selling styles that encompass areas such as :

1. The Closing Process
2. The Key to Sales Success
3. Ensure You Always Listen
4. Create a Hand-out of Handy Tips
5. Do You Sell Without Written Goals or Lists
6. Salespeople Can Beat Call Reluctance
7. Why Presentations Don’t Impact Prospects
8. Everything You Do Should be Professional
9. Eight Ways to Improve Listening Skills
10. A Few More Ways to Work Sales Questions
11. More on Effective Sales Questioning Techniques

The purpose of choosing those eleven subjects is to couple that information with the 50 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, #50ExtraWaysofClosingtheSale,

BOOK 5 INDEX OF CONTENT

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 – The Closing Process

Eight Points to Fast-Track Your Closing

1. The Buyers Feel Fear Too

2.When the Seller has Too Much Enthusiasm

3. Most Salespeople Close Too Late
4. Know When to Talk
5. Do You Maximise the Buy
6. Do the Prosects Understand
7. Some Don’t Know When to Stop
8. Are You Convinced in What You’re Selling

You’ll Need to Approach Everything in a Business Manner

Chapter 2 – The Key to Sales Success

Your Self-Image May Need Tweaking

Commit Yourself to Quality and Excellence

You Need Good Formal Training

Chapter 3 – Ensure You Always Listen

Especially if they Lower Their Voice

Use Easily Answered Questions

Work on those Simple Questions – Be Blessed

Don’t Just Fall in Love with your Idea – Follow it Through

But many still want to Defend the Indefensible

And here are the Definite Problems that stem from these actions

Don’t Just Love Your Idea – Reserve Your Love for Other People

Here are some Suggested Ways to Find Out What to Do Next

Professionalism and Integrity

Chapter 4 – Create a Hand-out of Handy Tips

Those who Persist Always Succeed

Chapter 5 – Do You Sell Without Written Goals or Lists

Let’s Face the Truth

Don’t Limit Your Potential

If You Want to Flatter Someone

Chapter 6 – Salespeople Can Beat Call Reluctance

Our Culture Shames the Salesperson

Salesperson are Generally Underprepared

They Need to Reframe the Fear of Rejection

The Seller Should Never Sell on Price

Differentiate Your Product from the Competitor

Some Salespeople Want to Blame All on Call Reluctance

Too Many Don’t Believe they Can

Many Ne Recruits don’t Stay Long Either

The Call Reluctance Fraud Factor

And a Quick Way to Reduce Call Reluctance

Call on Responsibility and Accountability

Handling Rejection

Chapter 7 – Why Presentations Don’t Impact Prospects

Why Don’t Salespeople do What They Know They Should do?

Attention to Detail by High Achievers

Attitude of Gratitude

Chapter 8 – Everything You Do Should be Professional

Don’t Wait for the Lights to Turn Green

Chapter 9 – Eight Ways to Improve Listening Skills

1. Stop Talking
2. Nod Often
3. Don’t Assume
4. Repeat the Statement
5. Rephrase the Statement
6. Question the Statement
7. Reflect Their Feelings
8. Mirror Their Body Language

Chapter 10 – A Few More Ways to Work Sales Questions

First Earn the Right to Sell

Restate Your Prospects Words

Question for Clarification

Use Assuring Words and Phrases

Feed Things Back with Accuracy

Develop a Good Listening Habit

Chp 11 – More on Effective Sales Questioning Techniques

1. The seller needs to ask the right questions
2. You’ve got to listen tom the prospects responses

Sales Questioning Structure

Start Relaxing the Buyer

Then Get Them Talking

Now Use Open Questions for Detail and Direction

Now Use Open Questions to Narrow Down Information

Now Narrow Down with Alternative Close Questions

Then Follow-up with Closed Questions

The Buyer Tells the Seller How to Close the Sale

Focus on Possibilities

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 OPEN QUESTION CLOSE

All the Success You Want

# 2 SECOND PARTY CLOSE

# 3 ISOLATION CLOSE

# *  NEGATIVE CLOSES

# 4 NEGATIVE CLOSE

It’s Much Easier to Tell Than Sell – Selling Takes Time

Develop a Plan – Allow More time for the Selling Process

The Must Do’s for Salespeople

# 5 NEGATIVE ANSWER CLOSE

# 6 NEGATIVE CONSEQUENCES CLOSE

# 7 NEGATIVE REDIRECTION CLOSE

Present With Real Passion

Highly Adaptable Closers

# 8 HERO CLOSE

# 9 NOT A QUESTION CLOSE    

Become a Better Listener – Here’s How

1. Ask Questions
2. Don’t Interrupt
3. Look at the Prospect
4. Listen for What They Don’t Say
5. Don’t Jump to Conclusions
6. Don’t Deem them to be Liars
7. Listen to How it is Said
8. Don’t Argue with them Mentally
9. Don’t React too Noticeably
10. Don’t Pre-Judge
11. Concentrate on What They Are Saying
12. Work on One Main Theme
13. Keep Your Emotions to Yourself
14. Nod Often
15. Stop Talking
16. Reflect Their Feelings
17. Mirror Their Body Language
18. Rephrase the Statement
19. Question the Statement
20. Confirm the Statement

# 10 CAUTION CLOSE   

Be Punctual

A Burning Desire in Sales

#  *  NOW CLOSES  

Challenges are Constant in Sales

# 11 NOW OR FORGET IT CLOSE 

# 12 NOW OR NEVER CLOSE  

# 13 NOW TIME CLOSE

Professional Salespeople Apply the Basics for Their Success

And Professional Salespeople do the Things the Average Dislike

# 14 MARKDOWN CLOSE

 # 15 MINIMISE THE DIFFERENCE CLOSE

 # 16 NAME SPELLING CLOSE

 # 17 SORRY TO SAY CLOSE

 # 18 TEMPERATURE TESTER CLOSE

Exposure Can Have Selling Opportunities

Specialised Consulting is a Good Selling Source

Work on Yourself

Stay Motivated

# 18 TIE-DOWNS CLOSING  

Standard Tie-Downs

Inverted Tie-Downs

Internal Tie-Downs

Tag-on Tie-Downs

This is Something Important to Note

Excellence Comes at a Price – No Matter What You Do

# 20 SLOW THINKER CLOSE

Customers Remember Us – Good or Bad

# 21 TARGET QUESTION CLOSE   

Don’t Avoid Cold Calls

# 22 THAT’S WHY CLOSE

Example 1 – 4

# 23 YES SET CLOSE

Here’s a Hint – Try Selling by Strategies

Use “We” When Negotiating

The Prospects Agenda

# 24 DEMONSTRATION CLOSE

# 25 EGO CLOSE           

Do it Now – Don’t Leave it Until Tomorrow

# 26 BOOMERANG CLOSE      

# 27 POSSESSION COST CLOSE

You are Measured by Transactions – Not Income

# 28 CUSTOM CLOSE

Don’t Take Loyalty for Granted

# 29 HURRY CLOSE

# 30 ELIMINATION CLOSE  

Use a Summary as a Part of Your Close

# 31 ADMIRATION PRINCIPLE CLOSE

Results are Everything, They Never Lie

And it’s Not About Minimal Results Either

Remember the Bottom Line is Results, Results, Results

Top Professionals Understand the Power of Solutions

# 32 ANY QUESTIONS CLOSE

Professionals Do “Just One More Call”

This is How they are Able to Make the Extra Money They Do

# 33 DOOR KNOB CLOSE       

That’s a Good Question Mr Seller

Good Listeners – Bad Listeners

# 34 CALL BACK CLOSE

Get on with the Job in Tough Times

Turn Ups and Downs into a Personal Challenge

Trial Presentations

# 35 CANNOT COME BACK CLOSE

# 36 OPPORTUNITY COST CLOSE

# 37 PLAY ON THEIR EMOTIONS CLOSE

Never Concentrate on Hurts

Your Brain Cannot Accept the Negative and the Positive

# 38 PORCUPINE CLOSE

Challenging Times for Salespeople

# 39 PRICE AFFORDABILITY CLOSE

Pay Premium for Expert Advice

# 40 PRICE PROMISE CLOSE

Create Appropriate Solutions

Avoid Being Judgemental

# 41 QUERY CLOSE

Try This Check-List Before you Move any Further

# 42 RATIONALE CLOSE

# 43 REVERSAL CLOSE 

Solutions That Can Generate More Sales

Let’s Address the Real Problem with Sellers

# 44 SECOND PARTY CLOSE

# 45 AWKWARDNESS CLOSE   

# 46 LET THEM DISAGREE CLOSE

# 47 COMMITMENT CLOSE

It’s a Sales Call – So Sell

# 48 FOLLOW THE LEADER CLOSE.

# 49 IGNORE WHAT THEY SAY CLOSE

# 50 MARKDOWN CLOSE

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#50WaysClosingSeries, #50WaysClosingBook5, #50WaysExtraOfClosingTheSale, #ClosingTheSale, #Closing,
#Selling, #Sales, #PeterCollinAuthor, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com

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