Description
In this the sixth book of 50 Ways of Closing the Sale and entitled 50 Other Ways of Closing the Sale the emphasis moves to areas of sales development and selling styles that encompass areas such as :
- Too Many Rely on Wrong Perceptions
- Sellers Stagnate Because of the “If”
- The Basics are Lacking
- Discouragement
- Temperature Testing Using Closed Questions
- Fundamentals Never to be Overlooked in Selling
- Benefit Selling
- Work Your Self-Esteem, Change Your Self-Image
The purpose of choosing those eight 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, #50OtherWaysofClosingtheSale,
BOOK 6 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
Be Different
Chapter 1 – Too Many Rely on Wrong Perceptions
They try to maker the Selling Process More Sensational than it is
They seek Praise and Assurance from their prospects
Resolve which is better for you – is it Willpower or Imagination
Have you ever Lost a Sale during a Sales Call?
And there are those that believe that Selling is a Numbers Game
Maximum Results = Minimum Effort
Chapter 2 – Sellers Stagnate Because of the “If”
A – If Only I Could Handle Objections Better
B- If Only I Could Close More Sales
C – If Only I could Build More Confidence
But There’s More then the “If” Problem with the Majority of Sellers
- Do You Continue to Work When You’re Feeling Down?
- Be Honest Now – Does Sales Training Stimulate You?
- Do You Ever Ask Yourself – Does This Apply to Me?
- There are the Sellers who’s Selling is Rated in Up’s and Downs
- For Those Who Dwell on the Things You Do Wrong – Don’t
- What Sales Managers do with sellers who say – I Pass my Quota
- Sellers who Invent Excuses Whenever they Don’t do That Well
- How would you Rate Yourself if we Had an Inspection Kit now?
- Now an Important Issue – How would you Rate Your Loyalty
- Answer this honestly – Do You Really Enjoy Paperwork?
- Others Say, “My Customers Don’t Always Cooperate” .
- Some Salespeople Don’t Ask for the Order on Each Call
And Something More to Think About on the Same Subject
But Here’s the Biggest Benefit
Don’t Avoid Cold Calls
Be in Control of Your Goals
Chapter 3 – The Basics are Lacking
- The Fear of Failure
Here is a Vivid Example of the Fear of Failure
Avoid Negative Self-Talk
And Don’t Procrastinate
- The Fear of Repeated Failure
- The Fear of On-Going Rejection
Rejection is very personal to most sellers
- The Fear of Insecurity
The Fear of Insecurity Affects us All
The Fear of Self Doubt
The Day you Stop Being Average You Become a Winner
The Fear of Change
So Let’s Investigate How We Accept Those Fears
Fear is Caused by Ignorance and Uncertainty
Chapter 4 – Discouragement
Discouragement is a Powerful Obstacle
Stop Being Someone You’re Not
Chapter 5 – Temperature Testing Using Closed Questions
Apply These Closed Questions
Uncertainty Can Work in your Favour
Uninformed Pre-judging and Misinformation
Sometimes Prospects Won’t do Anything on the day
Chp 6 – Fundamentals Never to be Overlooked in Selling
Emphasize the emotional aspects of the sale
Stop Talking
Try This Simple Check-List before you Move any Further
Knowledge is Power, and Savvy Sellers USE IT WISELY
Get Back that Same Supply you Started with in Sales
Are your Current Selling Results ever Rated in Ups and Downs
Be the one that Light’s up the Dark
Pay Attention to Answers
Chapter 7 – Benefit Selling
Get on with the Job in the Tough Times
Turn Ups and Downs into a Personal Challenge
Chp 8 – Work Your Self-Esteem, Change Your Self-Image
The seller Needs to Make a Decision
Realign your Self-Esteem and watch your Personality Change
Now the Bonuses will come with a Change in Your Self-Esteem
Your Self-Esteem can Define Who You Want to be
No Matter how Good it Looks to you Now, Things can Get Better
Arguments Create Losers
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
# 1. MINIMISE THE DIFFERENCE CLOSE
# 2. MIDDLE OPTION CLOSE 2
Sell Yourself
- Be Appropriately Dressed
- Arrive Prepared to Do Business
- Get Them to Relax
Best Shot Selling
Care for and Respect your Prospect
# 3 NOW OR FORGET IT CLOSE
Building Your Strengths
# 4 OWNERSHIP CLOSE
# 5 PROVISIONAL CLOSE
# 6 RETRIAL CLOSE
# 7 THIRD PARTY CLOSE
# 8 ULTIMATUM CLOSE
# 9 WHAT’S IMPORTANT TO YOU CLOSE
# 10 WIN-WIN NEGOTIATION CLOSE
Fear of Failure
And they are Afraid of Criticism
As Good as You Can Be
# 11 WOO THE PROSPECT CLOSE
# 12 HIGHLIGHT THE LIST CLOSE
# 13 GOLDEN BRIDGE CLOSE
# 14 HIGHLIGHT THE LIST CLOSE
Many of Today’s Salespeople Adopt Unworkable Ideas
Wrongly Accepted Distortions are Replacing Sales Basics
# 15 INTERRUPTION CLOSE
# 16 CLIENTS SHOES CLOSE
# 17 IQ CLOSE
Pre-Plan Your Calls
Learn Appropriate Sales Skills
# 18 CCLOSE OFF ON BENEFITS CLOSE
# 19 TURNAROUND CLOSE
Professional SalespeopleKnow How to Ask for the Order
Professionals Understand the Value of the “One More Call”
This is How they are Able to Make the Extra Money They Do
Sub-Conscious Mental Data
Critical Character Trait
Mutual Satisfaction
# 20 SENIOR MANAGER FOLLOW-UP CLOSE
Gather Information
Learn Something Different
# 21 LOVE CLOSE
# 22 SLELECTIVE DEAFNESS CLOSE
Taking Control of Every Call
High Motivation Can Compensate for Talent
# 23 LOGIC AND REASON CLOSE
If they Know More than You Do
Salespeople are only as Good as they Are
# 24 EXTEND YOUR HAND CLOSE
When you Prejudge you Misjudge
# 25 UNEXPECTED OFFER CLOSE
Passionate Enthusiasm is the Key
Doers are Winners
# 26 FOOT IN THE DOOR CLOSE
# 27 NAIL DOWN CLOSERS
Little or No Feedback
Sales Literature
# 28 NAME SPELLING CLOSE
Between the Ears
Higher Sales Volume Category
Braggers Are Not Achievers
# 29 NEVER THE BEST TIME CLOSE
# 30 WRANGLER CLOSE
Get the Prospect Involved
Believability Predictable
Best Job Questions
# 31 BUSINESS TRILOGY CLOSE
# 32 CALANDER CLOSE
# 33 EXTERNAL AUTHORITY CLOSE
Handling Objections
Don’t Oversell the Prospect
Be Careful you do not Answer Objections that do Not Exist
Genuine Objections do Exist
But Don’t Forget why you’re there
Don’t Give Up Selling
Don’t Make it Difficult for the Prospect
# 34 BONDING STORY CLOSE
Best Shot High Achievers
Check-List Selling Really Works
Getting Ready for the Call
My During the Call Check-List
Being in Control of Everything
Belief Altered by Training
# 35 WHAT DO YOU THINK CLOSE
# 36 NO HASSLE CLOSE
# 37 FOURTH QUARTER CLOSE
# 38 SELECTIVITY CLOSE
The Day You get Two Orders
Ability and Self-Image
Preparation and Practice is Vital
# 39 THE HANDOVER CLOSE
# 40 COMPROMISE CLOSE
It’s all About Caring – In Life and in Business
Trial Presentations
# 41 INCONSEQUENTIAL POINT CLOSE
Salespeople Make What They’re Worth
Listening Realities
Simple Two Point Plan
# 42 INDULGENCE CLOSE
# INSTANT CLOSES
Learning is a Foundation for Progress
# 43 INSTANT CLOSE
Bad Response to Questions
Balance Out Your Training Input
# 44 INSTANT REVERSE CLOSE
Defy Conventional Wisdom
# 44 WEAK MOMENT CLOSE
Leverage off Your Strengths
Become a Master of Full Control
# 46 CRADLE TO GRAVE CLOSE
Be a Professional Salesperson
Talk to Your Clients
# 47 JOKE CLOSE
Numbers Game – Let’s Kill a Myth that’s been around For Years
So Let’s Start at the Beginning
There is Not a Vast Number of Endless Possibilities Out There
# 48 DOCUMENT CLOSE
# 49a LEFT BEHIND CLOSE
Different – Make a Real Difference
Be Different
Talk Different
Do Different
Prepare Different
Ask Different Questions
Try Different Things
# 49b DO YOU HAVE ANY QUESTIONS CLOSE
# 50 I WANT TO THINK IT OVER CLOSE
#50WaysClosingSeries, #50WaysClosingBook6, #50OtherWaysOfClosingTheSale, #ClosingTheSale, #Closing,#Selling, #Sales, #PeterCollinAuthor, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com
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