50 Ways Closing 02 – 50 More Ways of Closing the Sale

Description

In this the second 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. Selling on Price Alone
2. Two Ears and One Mouth Selling
3. What do you Expect when Asking Questions
4. Change Should Never be a Threat
5. Change Your Presentation and Close More

The purpose of choosing those five 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, #50MoreWaysofClosingtheSale,

BOOK 2 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 on Price Alone

Any Price can be Too High

Chapter 2 – Two Ears and One Mouth Selling

Make it easy for your Customers to do Business with

Never Waste a Prospects Time

Just a small Step a Day – Every Day

You Need 2 for a Needs Analysis

Earn Your Wings Every Single Day

Chapter 3 – What do you Expect when Asking Questions

Selling based on Ethics and Morality?

Say Thank-you for the Smallest Bit of Help.

And How Much Sales Pressure is Enough.

Chapter 4 – Change Should Never be a Threat

Do the things that Defy Conventional Wisdom

Now Let’s Look at the Tinkering Factor

Never Let a “Gut Feeling” Worry You

Attracting Prospect’s With Compliments  .

Chapter 5 – Change Your Presentation and Close More

So Let’s Put Some Facts on the Table

So Many Sell that ”Cute” Thing

So What Do You Really Sell

If you Market a Service – Make the Most of it

Apply and Assortment Arsenal

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 BIRMINGHAM CLOSE.

* 01 Closing Questions and Examples     .

Want a “CRAZY IDEA” That Works?

# 2 DISCOUNT CLOSE

* 02 Closing Questions and Examples   

# 3 FEATURE AND BENEFIT CLOSE

Now let’s enter the Features Selling World

A Pet Hate of Mine is the Numbers Game

Now and Alternate way of Selling on Benefits

Get in the Real World of Features and Benefits

The Other Selling Factor here is – Sell Advantages

Ask “Why” Do You Need that Particular Feature?

Ask “Is This What You Were Looking For?”

Remember, No-one Wants Your Product

# 4 ECONOMIC CLOSE

* 03 Closing Questions and Examples    

* 01 Do it with Questions like this  

Prospects Want to be in Charge of the Buying Decision

# * ASSUMPTIVE CLOSES

# 5 THE ASSUMPTIVE CLOSE     

* 04 Closing Questions and Examples 

* 05 Closing Questions and Examples 

Touch and Feel Makes a Big Difference

# 6 ASSUMPTIVE ALTERNATIVE CLOSE

* 06 Closing Questions and Examples   

* 07 Closing Questions and Examples   

* 08 Closing Questions and Examples  

* 09 Closing Questions and Examples 

* 02 Do it with Questions like this      

* 03 Do it with Questions like this     

Most People Avoid Making Decisions

# 7 EXCHANGE PRINCIPLE CLOSE

* 10 Closing Questions and Examples    

# 8 F U D CLOSE 

Take Care on the First-Time Sale

# 9 GET ACTION CLOSE

* 11 Closing Questions and Examples 

Prospects Want to be Romanced

# 10 PROCRASTINATOR CLOSE

* 01 Here are Some Ways you can Work this Close

Prospects are Always Unprepared for the Presentation

What’s in it for the Prospect?

# 11 SKEPTICISM  CLOSE  

* 04 Do it with Questions like this       

Don’t Make Assumptions

# 12 ALTERNATIVE CHOICE CLOSE  

* 12 Closing Questions and Examples

* 13 Closing Questions and Examples   

* 14 Closing Questions and Examples 

* 15 Closing Questions and Examples

Get Wise Council as Assurance – Not as a Form of Insurance

# 13 ALTERNATIVE OPTION CLOSE  

* 16 Closing Questions and Examples

* 17 Closing Questions and Examples     

* 18 Closing Questions and Examples     

* 19 Closing Questions and Examples    

* 05 Do it with Questions like this   

* 06 Do it with Questions like this   

Don’t ever Settle for Second Best

# 14 HOT BUTTON CLOSING     

* 01 Role Play – Hot Button Closing       

* 02 Role Play – Now Button Up      

Piggy-Back off your Existing Market

# 15 HALF NELSON CLOSE

* 20 Closing Questions and Examples   

Rethink Your Ideas on Delivery

# 16 HOT POTATO CLOSE

* 03 Role Play – Hot Potato Closing   

# 17 NAÏVE CLOSE

* 21 Closing Questions and Examples  

# 18 MADE TO ORDER CLOSE

* 07 Do it with Questions like this     

#  *  BOSS CLOSES

Overview of 8 reasons you should understand this

# 19 THE BOSS CLOSE

* 22 Closing Questions and Examples  

Use Leverage Based on your Strengths

To be Honest With You

* 23 Closing Questions and Examples    

# 20 BOSS FOLLOW-UP CLOSE

* 08 Do it with Questions like this   

* 09 Do it with Questions like this     

Are You Being Received

# 21 ASK THE MANAGER CLOSE

* 03 Role Play – Ask the Manager Close

Is that a “YES” or is it a “No”?

# 22 SALES MANAGER’S CLOSE

* 24 Closing Questions and Examples    

Who are my Target Customers?

Are Your Customers Business Partners?

# 23 HIGHER AUTHORITY CLOSE

# 24 MANAGEMENT FOLLOW-UP CLOSE

Why Should They Buy From Me?

# 25 SOMETHING FOR NOTHING CLOSE

* 04 Role Play – Something for Nothing Close

# 26 SYMPATHY CLOSE

* 10 Do it with Questions like this 

# 27 VALUABLE CUSTOMER CLOSE

* 25 Closing Questions and Examples 

What are the Benefits of my Products & Services to my Prospects?

# 28 ACTUAL COST CLOSE  

* 26 Closing Questions and Examples    

Commit Yourself

* 10 Do it with Questions like this        

# 29 THE URGENCY  CLOSE

* 27 Closing Questions and Examples   

Why not Focus on the Smaller Market?

Excitement and Enthusiasm are Infectious.

# 30 ADJOURNMENT CLOSE

* 11 Do it with Questions like this

* 12 Do it with Questions like this     

Call on the Local Chamber of Commerce

# 31 INVITATIONAL CLOSE

* 28 Closing Questions and Examples   

* 05 Role Play – How to apply the Invitational Close

100% Mission Accomplished

Now Get Organised

# 32 KIND WORD CLOSE

* 13 Do it with Questions like this     

Confidence and Commitment Come Up Trumps

# 33 APPEAL PRINCIPLE CLOSE

* 29 Closing Questions and Examples    

* 14 Do it with Questions like this 

* 30 Closing Questions and Examples  

# 34 BACKWARD CLOSE

Consider Getting Into Your Client’s Head

# * CHALLENGE CLOSES

Exploring the Two Challenge Closes

Don’t Bother with a Better Mouse-Trap

# 35 CHALLENGE CLOSE Part A

* 31 Closing Questions and Examples     

* 15 Do it with Questions like this 

* 32 Closing Questions and Examples   

* 16 Do it with Questions like this  

Grow, Change, Duplicate and Reinvent Yourself

Treat Your Set-backs as New-found Opportunities

# 36 CHALLENGE CLOSE Part B

* 17 Do it with Questions like this  

Nurture Your Patch and Watch it Grow Greener

# 37 CHICKEN CLOSE

# 38 CLOSED QUESTION CLOSE

* 33 Closing Questions and Examples 

Used Closed Questions

* 34 Closing Questions and Examples 

* 18 Do it with Questions like this    

* 35 Closing Questions and Examples 

* 19 Do it with Questions like this  

* 36 Closing Questions and Examples  

Closed Question Example 1

Closed Question Example 2

Closed Question Example 3

Closed Question Example 4

Closed Question Example 5

Closed Question Example 6

Closed Question Example 7

Closed Question Example 8

Closed Question Example 9

Closed Question Example 10

* 37 Closing Questions and Examples   

* 20 Do it with Questions like this       

* 37 Closing Questions and Examples   

* 06 Role Play – How to apply Closed Questions 1    

* 07 Role Play – How to apply Closed Questions 2

* 08 Role Play – How to apply Closed Questions 3

Closed Ended Questions can solicit More Answers

* 38 Closing Questions and Examples   

Ask the Prospect to Take a Position

* 39 Closing Questions and Examples    

P R Calls Nearly Sold

* 21 Do it with Questions like this

# 39 COMEDY CLOSE

Two Factors that cannot be Separated

Handle Detail to Perfection

# 40 CONCESSION CLOSE

* 22 Do it with Questions like this             

# 41 CONTRADICTION CLOSE  

* 23 Do it with Questions like this 

* 09 Role Play – Contradiction Close 

Understanding the Law of Multiple Effect

#  * EMPATHY CLOSES

# 42 EMPATHY CLOSE

Empathy or Sympathy

# 43 EMPATHY QUESTION CLOSE

* 24 Do it with Questions like this

Success Attracts Greater Success

Failure Causes Further Failure

# 44 IGNORANT REDIRECTION CLOSE      

* 40 Closing Questions and Examples   

* 09 Role Play – Ignorant Redirection Questions 1

* 10 Role Play – Ignorant Redirection Questions 2

* 11 Role Play – Ignorant Redirection Questions 3

* 12 Role Play – Ignorant Redirection Questions 4

* 01 – Questions 1 – In Control Questions

* 02 – Questions 2 – Maintain the Thrust Questions.

* 03 – Questions 3 – Regain Control Questions.

* 04 – Questions 4 – Temperature Testing Questions.

* 05 – Questions 5 – Closing Questions.

Gamble Your Way into a Better Slice of Your Market Share

# 45 INCREMENTAL PERSUASION CLOSE

* 13 Role Play – Incremental Persuasion Close

# 46 LIST CLOSE

* 25 Do it with Questions like this  

Minimise the Buying Risk

# 47 MULTIPLE CHOICE CLOSE

Let’s work with Two Levels of the Multiple Choice Close

First we will investigate Selling it at the “High-End”

* 26 Do it with Questions like this   

Now let’s investigate this Close Selling at Other Level’s

* 06 – Questions 1 – Multiple Choice Questions

* 07 – Questions 2 – Multiple Choice Questions

* 08 – Questions 3 – Multiple Choice Questions

# 48 NIBBLING CLOSE

* 14 Role Play – Nibbling Close

* 27 Do it with Questions like this  

* 28 Do it with Questions like this  

Now Rate Your Professionalism

Look after the Small Things

You Build your own Happiness

# 49 REPETITION CLOSE

Highliting “The Bests” for Good Professional Selling

Be Bold and Courageous – Not Timid.

# 50 TIME TO THINK CLOSE

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#50WaysClosingSeries, #50WaysClosingBook2, #50MoreWaysOfClosingTheSale, #ClosingTheSale, #Closing,

#Selling, #Sales, #PeterCollinAuthor, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com

 

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