Description

Over 50 Ways of Closing the Sale – Original 1993 Version

The “Over 50 Ways of Closing the Sale” Index follows directly after the Preface

BOOKS INDEX
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Over 50 Ways of Closing the Sale

Over 50 Ways of Closing the Sale is acclaimed as one of the most comprehensive sales manuals ever written. The 50 closing styles together with more than a further 180 closing hints, sales and 23 role play’s makes this one of the true must read selling books.

Author: Peter Collins

Over 50 Ways of Closing the Sale is the very first closing book written by Peter Collins (first in 1994) and was based on the Audio Tape Series produced in 1983.  In the 1950’s and 1960’s, closing the sale on the first call was what most professional sellers worked at, and achieved.  Today, closing on the first call is what most desire, but few accomplish.  This book has been specifically written to re-teach that sales competence (together with the necessary foundational under-standing), lost to all but the professional seller – and these days, only found among the top 1% of all income earners.

More about the book ‘Over 50 Ways of Closing the Sale’ . . .

It goes without saying, that the greatest desire among salespeople today is to close more sales, more often and with a higher value on each dollar written. Because of this, most live in what can be best described as a, “If only” syndrome. They think to themselves:

      “If Only I could make that sale!“

      “If Only I knew more about the selling process!“

      “If Only I could have taken control much sooner!“

      “If Only I only I knew how to get around that objection!“

      “If Only I could get to see more decision makers!“

      “If Only I had more sure-fire closing techniques … and so on.” 

On the other hand, those managing salespeople also experience a similar, “If Only” syndrome. Their thoughts are:

      “If Only I could steer them towards better selling techniques!“

      “If Only I could teach them more ways of closing sales!“

      “If Only I could get them more enthusiastic about selling!“

      “If Only I could tap into the secrets of true professionals!“

      “If Only I could just give them a good book to read … and so on.” 

This book is designed to answer the concerns of both groups.   Written by a hands-on professional with just under 30 years (at the time the book was written – and over 50 years today) of all manner of direct sales and management experience, and holder of a number National and International Sales Records, which include World Records for the Best Closing Ratio, over two successive 12 month periods – 86% then 92% on the first call.

Over 50 Ways of Closing the Sale was was published as a 224 page A5 sized paperback.  It may be a smaller business book compared to some others, yet it’s a book crammed with so much information it’s worth it’s weight in gold – heaps of salespeople attest to that one fact – others tell how it’s turned their sales around , and for the better.

If you want more proof of this just read through the index below to get an idea of how much information has been crammed into this unique publication.

Over 50 Ways of Closing the Sale INDEX

PART A – ATTITUDES

• Please read this Intro – it will help you become a success in sales
• Trainers without field experience
• Training by those that 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 Fears

• Fear – perhaps the most underrated problem area in sales today
• Closing – It should be easy
• But there Aren’t any Miracle Closes
• You must be Prepared to Sell
• So then What is the Selling Process
• Overcoming the Fear of Rejection
• Any yet Fear shouldn’t be the Enemy
• But there are More problems caused by Fear than most realize
• Fear Creates Call Reluctance
• Fear Causes Procrastination
• Fear reduces Confidence
• Fear destroys a healthy Self-Image
• And Fear causes Undue Pressure
• Your Customers should have the Fear Problem
• This Book will teach you How to Close the Sale – without Fear
• Research shows Closing is Easy

Chapter 2 – Needs Selling

• These are the most commonly asked Questions I’ve Encountered
• Do people buy on Needs or Wants?
• We only Buy what we want to Own
• Needs Analysis creates More Calls
• Then one needs to know the Danger Points of a Sale
• There are the Objectives
• But Never Overlook Asking
• Yet Salespeople tend to Complicate Simple Conversation
• Most people avoid making Decisions
• Prospect’s need to be Reassured
• Let them Agree rather than Decide
• Research shows Closing is Easy

Chapter 3 – Compromise

• My First Big Lesson in Selling
• Game plan or Trick play
• Trick play in the Selling field
• Here are some of the dangers created by Compromise in Sales
• But many still want to Defend the Indefensible
• And here are the Definite Problems that stem from these actions
• The Solution is in your hands
• Correcting the problem is easy too
• The five principles
• Idea, Hunch and Inspiration Generation

• The five principles

• 1. A change in Work Ethic
  2. Don’t Cheat on the Boss
  3. Respect Authority
  4. The World Doesn’t owe you a Living
  5. There’s No Free Lunch

Chapter 4 – First Meeting

• You have less than four minutes to make your mark
• The Eleven Principles

• 1. Smile Often
  2. Eye Contact is Essential
  3. Use the persons Christian Name
  4. Give them your Undivided Attention
  5. Mirror their Body Language
  6. Match their Speech
  7. Accept people Without Reservation
  8. Never Put Down your Opposition
  9. Be Calm and Confident
  10. Be Well Groomed at All Times
  11. But the Most Important Thing Is

Chapter 5 – Professionalism

• Please read this chapter in order to conclude the Introduction
• This is what I believe about Professionalism and this is Why
• A time to Rethink your Attitudes
• Learn to Serve your customers / Learn to Give
• Salespeople are the Backbone of the Nation
• Salespeople Improves Economies
• We all live with Self-Imposed Fears
• Professionals are Feared Too
• And the rewards can be Overlooked
• Sales, a Truly Noble Profession

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
• The Losing Seller Pays the Price
• And here’s some more to Digest
• And here are some more Benefits – Sales up by 100%
• And Profits up by 300%
• Now let me Help you
• And you should Already be Aware of these Facts
• How to Handle Objections

#1 – Test Closing

• Here are some suggestions to Help you with your Closing
• These are the Details you need to Create a Closing Situation
• Don’t keep Selling because your Presentation is not yet Completed
• The Physical Buying Signals
• The Verbal Buying Signals
• Here’s some ways the $100,000 + Professional would Work the Sale
• Words and Phrase that could Cool your prospect

#2 – Buying Signal Close

• Many prospects experience Buying Trauma at the Point of Close
• Don’t Thank your prospect at the Point of Sale
• These are the most commonly known Danger Points in the Sale
• Whenever there is any form of Intimidation – Everyone Loses
• Take extra care when moving from the Presentation Sate to a Close
• Do not change the Atmosphere at the Point of Close
• Here’s what you do after Clinching the Sale that you Wanted

#3 – Alternate Question Close

• Five Alternatives Selling quickly Isolates the ‘Hot Buying Signal’

#4 – Tie-on Close

#5 – Question & Answer Close

#6 – Question / Answer / Tie-on Close

#7 – Question / Question Close

• Words and Phrases of Emotional Appeal

#8 – Powerhouse Close

#9 – Sharp Angle Close

• Now a Word of Caution about the last two Closing Styles
• Here are some of the Reasons why Prospect’s Buy
• The Domestic Environment Buyers
• Buyer 1 – The What’s in it for me Buyer
• Buyer 2 – The Pride of Ownership Buyer
• Buyer 3 – The Fear of not owning something Buyer
• Buyer 4 – The Vanity and Imitation Buyer
• The Business Environment Buyers

#10 – Minor Point Close

#11 – The Direct Close

#12 – Scare Question Close

#13 – The Fear Close

#14 – The Ego Close

• People only Want to Buy what they already Own
• Other Ownership Signals could be
• But Don’t You Stop or Slow Down
• Learn these Five points, and learn them well
• Here’s why so many Don’t Close More
• The Executive Secretary
• How to make the most of your Reception Room Time

#15 – Word Picture Close

#16 – The Calculator Close

#17 – The Name Close

#18 – The Basic Close

#19 – Ben Franklin Close

• The Ben Franklin Close Recap
• The Ben Franklin Close Summary

#20 – The Companion Close

#21 – The Summary Close

#22 – The Check-List Close

• Your prospect doesn’t want your product

#23 – The Ownership Close

• Remember, don’t sell the Product – sell its Use

#24 – The Trust Me Close

• Talk the way the Professionals do
• Think things through – then speak

#25 – The Agree With Your Customer Close

• And the Best Time to Close is

#26 – The Testimonial Close

#27 – The Product User Close

• The Attitude of the Salesperson at the Point of Close

#28 – The Gift Close

#29 – The Incentive Close

• You’ve taken on a Unique Job

#30 – The Upgrade Close

#31 – The Puppy-Dog Close

#32 – The Call-Back Close

• Some hints on Self Management

#33 – The Money Close

• The ‘Yes’ Response
• Empathy or Sympathy

#34 – Finance Consolidation Close

• Avoid Lulls and Quiet Times

#35 – The Inducement Close

#36 – The Three Party Closes (First, Second and Third)

• Most People Like to Buy
• These are the Factors that make up Closing The Sale
• Salesman or Conman

#37 – The Apology Close

#38 – The Assumptive Close

• Being Too Assumptive has a Penalty
• Here are some Points of Interest to take into account
• These ingredients separate the Good Sellers from the Professionals

#39 – The Contract Close

• The closing process starts when you make your First Contact
• Don’t bash your competitors
• Do you fall into this category

#40 – The Instruction Close

#41 – The Direction Close

#42 – Feature / Benefit Close

#43 – Ask for the Order Close

#44 – The Decision Close

#45 – the Action Close

• But the Action Close can have its Danger Points Too
• Take Responsibility for your actions
• What to do when Confronted with a Personality Clash
• When to get your ‘Lost Sale” back
• When to Pass your Unsold leads to Your Associates
• How to work your sales group to sell your Unsold Leads
• Performance Reviews on Double Presentations

#46 – The Sympathy Close

#47 – Final Objection Close

• The Final Objection Formula – Here’s How it Works

#48 – I Want to Think it Over

• What about the Closers Instinct?

#49 – The Death-Pause Close

• The Death-Pause Interview
• Review of the Death-Pause
• Review of the Art of Closing the Sale

#50 – The Lost Call Close

• A quick reminder about your Chosen Profession
• A quick review of the $50,000 Closes
• And a Final Point to Consider
• Others have achieved Great Things Through Determination
• More information about the Cassette Set and In-House Training

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