Description
In this the third book of 50 Ways of Closing the Sale and entitled Another 50 Ways of Closing the Sale the emphasis moves to areas of sales development and selling styles that encompass areas such as :
- Why Selling on Price Isn’t Really Selling at all
- Successful Selling is a Great Skill to Learn
- The Awesome Power of Focus
- 5 Sale Tips to Sell More
- Attitude and Good Selling
- Dealing With Refusal
- Closing at the Levels You Feel Comfortable
The purpose of choosing those seven 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, #Another50WaysofClosingtheSale,
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 – Why Selling on Price Isn’t Really Selling at all
You should save the Price for Last
So Learn to Sell on Value, Not on Price
Focus on objectives
Conform the desired outcome
Check for temperature testers
Now determine the value
Enthusiasm is contagious
Motivation Only Comes from Within
Envy and Respect your Superiors.
Chapter 2 – Successful Selling is a Great Skill to Learn
Have 100% Belief in the Product You Sell
Qualifying Further Enhances Your Selling
Do People Buy on “Needs” or “Wants”
How’s Your Staying Power?
Be In-tune with the World Around You
Chapter 3 – The Awesome Power of Focus
You Have Everything You Need for Success
Professional Salespeople Only Use We
Here Comes Enthusiasm
Chapter 4 – 5 Sale Tips to Sell More
- Qualify the Prospect
- Develop Persistence
- Know When it’s Time to Stay or When it’s Time to Move On
- Differentiate Your Uniqueness
- Form Relationships as a Priority
The Most Important Person on This Earth
Times of Crisis Can Rattle You
Attitude and Crisis Periods can be Controlled
Customer Indifference
Chapter 5 – Attitude and Good Selling
Confidence
Pride
Care
Have Fun doing what you Love Doing
Is Gloom and Doom Taking Over?
Evaluating Answers
Chapter 6 – Dealing With Refusal
Handling Rejection
Customers Remember Everything.
Your Customers are Your Assets
Negative Self-Talk Grows and Destroys
Chapter 7 – Closing at the Levels You Fell Comfortable
Don’t get hung up on a handful of Text-Book Closes
What about those Buyers who “Close” themselves
Understand the True Value of Restraint
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 THE 1 2 3 CLOSE
Neglected New Business
Do Everything Imaginable
# 2 AFFORDABLE CLOSE
Continuity in Promotional Activity is King
# 3 “AND THAT’S NOT ALL CLOSE” CLOSE
Now Let’s Observe Some Failures Close Up
Get Them Engrossed in Ownership
# 4 APPROACH CLOSE
Applying the Just “Say Yes” Tag-on Prompter
High Performance Selling
# 5 ASK FOR THE ORDER CLOSE
The Courage to be Myself
Promote Yourself Based on your Prior Successes
# * ASSUME CLOSES
There is Good Value in Existing Customers
# 6 ASSUME THE SALE CLOSE
So What is the Assume the Sale Close?
The Salespersons State of Mind
The Prospects State of Mind
How the Assume the Sale Close Works
Here’s Another Way to Use this Close
Get to Focus on Goals – Not Excuses
# 7 ASSUMPTION CLOSE
# 8 AUTOMATIC RECIPROCATION CLOSE
# * BALANCE SHEET CLOSES
# 9 BALANCE SHEET CLOSE
It’s Always Time to Upgrade Your Selling
# 10 BUY NOW CLOSE
Older the Trick – Older the Prospect
Remember this Well “Gifted Seller”
# 11 WINSTON CHURCHILL CLOSE
# 12 CALL-BACK CLOSE
Winning
# 13 CHANGE PLACES CLOSE
Many Prospects Experience Buying Trauma at the Point of Close
Avoid Cold Calls = Avoid Rejection
# 14 CHECK THE LIST CLOSE
# 15 CHECK THE TEMPERATURE CLOSE
# 16 COMPLIMENT CLOSE
# 17 CONDITIONAL CLOSE
Helpful Hints on Preparing and Organizing Your Work
Some Hints on Asking Questions
Ask Questions
Ask Different Questions
Ask Provocative Open-Ended Questions
Ask the Right Questions
# 18 COST OF NOT BUYING CLOSE CLOSE
Handling Unexpected Negative Results
# 19 COST OF OWNERSHIP CLOSE
Sector 1. Marketing a Product at a Lower Price
Sector 2. Marketing a Product at a Higher Price
Do you Thank Your Prospect When Closing?
# 20 CUSTOMER CARE CLOSE
Self Analysis
# 21 DAILY COST CLOSE
# 22 DIAGRAM CLOSE
Some Hints on Achievement
High achievers
High motivation
High performance salespeople
High performance sellers
Famous 15 Minutes
Moral Principles Ahead of Duty
# 23 DIARY CLOSE
The.Prosepct Pays for Perceived Value
# 24 DISTRACTION CLOSE
# 25 DIVERSION CLOSE
Brush-up on Your Personal Selling
# 26 DOUBT CLOSE
You Need to Choose to Be Positive
# 27 EITHER OR CLOSE
Courage
# * EMOTION CLOSES
Level of Care for the Prospect
What could you do with 500 Hours?
# 28 EMOTION APPEAL CLOSE
Pitching a Sale V’s Presenting a Prospect
Keep Upgrading
# 29 EMOTIONAL CLOSE
When You Find Inspiration – Treasure it
# 30 EMOTIVE CLOSE
Success and Happiness
# 31 EXPOSING OBJECTIONS CLOSE
Follow-up for Effect
Each Negative is a Step Closer for Success
# 32 FINANCIAL CLOSE
Think Things Through for a Minute
React – Respond
5 Empathy Questions that Close Sales
- “I value your opinion”
2,. “Are you fully familiar of the inner workings of your company?”
- “I’d value your opinion.”
- “Would you mind if I asked you one more question?”
- “What is your experience dealing with your ____ in this matter?”
# 33 FISCAL CLOSE
Ensure Conditions are Favourable
# 34 FRONT DOOR CLOSE
Go to School in Your Car Daily
# 35 FUNCTIONALITY CLOSE
# 36 HARD CLOSE TECHNIQUE
Get a Clear Picture of Who You Want to be
# 37 HARD-TO-GET-IT-CLOSE
Anyone Can be High Performance
So Can High Performance Managers
Do Different Things and Do Them Well
# 38 HESITATOR CLOSE
# 39 IF YOU SAY YES CLOSE
# 40 INDIRECT QUESTION CLOSE
Prospects Experience Buying Trauma
# 41 LIMITED CHOICE CLOSE
Words and Phrases that Could Cool Your Prospects.
# 42 LIMITED TIME CLOSE
Don’t Entertain Dream Thieves
# 43 LOADED QUESTION CLOSE
# 44 MAKE A FRIEND CLOSE
Don’t Get Side Tracked
# * MINOR/MAJOR CLOSE STYLES
Presenting to Two People
Confrontation is a Thing of the Past
Things Common to a Salesperson
# 45 MINOR POINTS CLOSE
# 46 MINOR / MAJOR CLOSE
# 47 NEGOTIATED CLOSE
Complimenting
# 48 NEGOTIATION CLOSE
# 49 ONE CALL CLOSE
Compliment the Differences
Don’t Look Back Ever
# 50 LAST CHANCE CLOSE
Don’’t Confuse the Prospect
High Performance Salespeople
Action Steps and Goals
Actions Speak the Loudest
Attitude Determines Success
#50WaysClosingSeries, #50WaysClosingBook3, #Another50WaysOfClosingTheSale, #ClosingTheSale, #Closing,#Selling, #Sales, #PeterCollinAuthor, #PeterCollinsProfitMaker, #ProfitMakerSales, #profitmakersales.com
Link to this post:
<a href="https://www.profitmakersales.com/product/50-ways-closing-another-50-ways-of-closing-the-sale/">50 Ways Closing 03 – Another 50 Ways of Closing the Sale</a>
