Description

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

1. Make Your Closing Look Smooth and Easy
2. The Controlling Process
3. Telling is Not Selling
4. This is what a Pro Seller Would Do
5. Apply the 80/20 Rule in Everything you do
6. Retaining and Upgrading Existing Customers
7. The Sales Killers
8. Anything Less than 100% Focus is not on
9. Anyone Can Learn to Sell
10. Ten Powerful Sales Tips to Use Immediately
11. The Buttoning-Up Process

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, #50AddedWaysofClosingtheSale,

BOOK 7 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 – Make Your Closing Look Smooth and Easy

Design a State of Agreement

Summarise Early and as Often as Needed

Test the Temperature often and at the Close

Now Use the Order Book Close

Next Use a Transition Statement

And gather the Information Needed

Now Review the Contents of the Contract

And add, “Do You Understand This?”

Ask are there Any Other Questions?

Then Get Them to Sign

And Shut Up and Wait

Chapter 2 – The Controlling Process

This is Why this is Important

Here’s a suggested opening line

Don’t Wing it

Accept the Difference – Pitch or Presentation

Ask the Right Questions

Chapter 3 – Telling is Not Selling

Canvassing

Enthusiasm

Chapter 4 – This is what a Pro Seller Would Do

1. Preparation
2. Never Say No
3. Meet Your Customers Requirements
4. Do What You Get Paid For
5. Be Thorough
6. Be Superior
7. Just One More Call

Interview – An Important Matter

Optimism Means to Find the Good

Is Doom and Gloom Taking Over?

Business Respect

Dominant Power Control

Appreciate This

Chapter 5 – Apply the 80/20 Rule in Everything you do

The Greatest Payoff is in the most valuable tasks

Manage your tasks and conversely manage your life

Getting focused on the 80/20 rule and then start on the hardest part

Work Security

Their income and security are results and reward driven

Chapter 6 – Retaining and Upgrading Existing Customers

Love your customers

Focus on speed

Keep your promises

Selling is about All Times – Forget the Downtimes

Experience Navigates the Selling Process

Downtime Selling

Chapter 7 – The Sales Killers

Guaranteed Turn Offs

1. Talking Too Much
2. Appearing Too Eager
3. The Under Prepared Presentation
4. The Off Road Wanderer
5.   Negative Speech

Sales Killing Habits

1. Insufficient Planning
2. Poor Personal Organization
3. Calling on the Same Few Clients/Prospects Over and Over
4. Taking Good Existing Customers for Granted
5.   Compromising on Integrity
6.    Overlooking After Sales Support
7. Ignoring or Concealing Problems
8. Not Knowing the Product
9. Not Tailoring the Presentation
10. Not Earning the Right to Present
11. Not Creating the Necessary Desire
12. Not Asking For the Order
13. Not Asking For Referrals
14. Not Following Up Referrals Immediately
15. Not Analysing the Work Completed

High Performance Sellers Stay in Control

Chapter 8 – Anything Less than 100% Focus is not on

Listening is the Key – and that’s for sure

It’s Now the Time for a Wake-up Call

It’s Your Self-Inage that Telegraphs other’s WHO YOU ARE

It’s Time for Some Really Good News

You Need to Persist until You Succeed

Cost V’s Investment

Now Focus on What Your Imagination Can Do

Chapter 9 – Anyone Can Learn to Sell

Selling is not a God Given Gift form the “Chosen” Few

I Think I Can Relate to This

Everyone Sells – But Only Salespeople Get Paid for it

Anyone Can Learn to be an Expert in Sales

“Fake it Until you Make It” is Not a Part of Professional Selling

There Will Never Be a Substitute form Integrity

Selling Should Always be a Two-Way Dialogue

Here’s Another Myth to Avoid “Big-Time”

Allow Me to Explain Things Another Way

Chapter 10 – Ten Powerful Sales Tips to Use Immediately

1. Treat Others the way you would like to be treated
2. Develop empathy and put yourself into the prospect’s shoes
3. Bundle Slower-Moving Stock with faster-Moving Items
4. Bring in the Experts “In the Know”
5.   Add-in 2 More Options to Minimise and Closing Pressure
6.   It can never be too late to bring out an Option C
7. Clever Salespeople Learn to Work the way a Doctor does
8. A Good Salesperson Cares for their Clients
9. A Top Professional Always “Goes the Extra Mile”
10. here bare Two Tips some will say Will Make You Rich 75

The Ability to Analyse

Chapter 11 – The Buttoning-Up Process

After the Order Has Been Signed

Be Passionate About Your Superior Service

Give Employees Clear Instructions for Maintaining Superior Service

Knowledge Awareness

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

# NEGATIVE CLOSES

# 1. NEGATIVE CLOSE

Professionals Walk the Walk

# 2. NEGATIVE ANSWER CLOSE

Professionals Build a Workable Community

# 3 NEGATIVE CONSEQUENCES CLOSE

# 4 NEGATIVE REDIRECTION  CLOSE

Top Professionals Know the Importance of Empathy

# 5 NOT A QUESTION CLOSE       

Compliment People and Their Abilities

Workable Sales Temperature Gauge

# 6 NOW OR NEVER CLOSE  

Dealing With Dissatisfied Customers

Workable Sales Temperature Gauge

# 7 NOW TIME CLOSE    

Expand on What You Do

# 8 BRACKET CLOSE

Offer to be an Information Resource

# 9 CALCULATOR CLOSE    

Talk About Third Party Stories

# 10 OPEN QUESTION CLOSE  

# 11 SATISFIED CUSTOMER CLOSE   

Newsletter Your Progress

# 12 SCARE QUESTIONS CLOSE 

Become and Invaluable Asset to your Company

# 13 FRONT DOOR CLOSE

Never  Let Your Clients Forget About You

Tell Them What You are Doing for them

Write Personal Hand-Written Notes Personally

Keep it Personal

Remember Special Events

Pass on Information

# 14 THERMOMETER CLOSE

Excellence Comes at a Price – No Matter What you do

# 15 OLD FASHIONED CLOSE

# 16 CLIENTS SHOES CLOSE

# 17 IQ CLOSE

Be a Professional Always – in Everything You Do

Professionals are Able to Sell a Vision – Well

Expect the Best Outcome

# 18 WHISPERING CLOSE

# 19 ONE MORE THING CLOSE     

Promote Unexpectedly

# 20 SECTIONALIZE THE SALE CLOSE

Aida – Part 1 – Attention

Aida – Part 2 – Interest.

Aida – Part 3 – Desire

Aida – Part 4 – Action

# 21 OPTION CLOSE      

Become and Invaluable Asset to your Company

Call Back Over Stayed

# 22 TRIVIAL POINTS CLOSE

Tell Your Customers You Appreciate Them

Good Sellers are an Invaluable Asset

Be Honest With Yourself

# 24 TRIGGERED EMOTION CLOSE

Authenticity

# 25 TRIAL CLOSE    

Ask “If” Questions     

And the Best Time to Close is

# 26 ORDER BOOK CLOSE      

Fear and Self-Talk Combine

# 27 YOU MUST HAVE A REASON CLOSE

# 28 STAY WITH ME CLOSE

# 29 STALL CLOSE

# 30 POINTLESS OFFER CLOSE    

Can’t Perform Better than You Know How

# 31 TIP THEM IN CLOSE

This is an adjunct to the Bonus Close

Professionals Generate Hope

# 32 REWARD CLOSE

# 33 SUMMARISE THE LIST CLOSE     

Top Professionals Don’t Use Empathy Like Others Do

Get Your Clients to Make Your Appointments for You

The Times You Get Two Orders

# 34 SUMMARISE THE PLUS POINTS CLOSE

Magic Words the will Make Your Customers Happy

1. How Can I help
2. I Don’t Know But I’ll Find Out
3. I Have a Solution .”
4.   I’ll Take Responsibility
5.   I will Ensure we Deliver on Time
6. I Appreciate your Business

Get on your Suppliers Gravy Train

Add-on Sales are a Simple Way to Improving the Bottom Line

# 35 WHY NOT CLOSE

Focus Your Attention on the Other Person

# 36 THREE UP CLOSE  

Be Mindful of Your Customer’s Wants and Needs

# 37 THREE OFFER CLOSE

# 38 POSTPONEMENT CLOSE

# 39 TAKE AWAY CLOSE

Specialist Knowledge

Network Where Other Salespeople Won’t

# 40 PRAISE CLOSE

# 41 TESTIMONIAL CLOSE

# 42 LOGIC AND REASON CLOSE

Develop a Strong Personal Foundation

Imagination is a Positive Trait

# 43 SMOOTH AND EASY CLOSE 

Mutual Satisfaction Results

# 44 PROMISE CLOSE

# 45 DO YOU HAVE QUESTIONS CLOSE   

# 46 PUPPY CLOSE

# 47 SHOPPING LIST CLOSE

# 48 TRAFFIC LIGHT CLOSE

# 49 QUALITY CLOSE

# 50 THINK ABOUT IT CLOSE

Focus on the Things you Have in Common

Spotters Fee Payments

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

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