Sales trainer Tom Hopkins shows how to handle the most crucial part of any sales negotiation - the close - successfully. From questioning strategies and understanding the anatomy of a close to managing surprise endings and bowing out gracefully, readers will learn how to keep their composure, avoid making costly mistakes, and increase sales significantly. Like its companion title, "Sales Prospecting for Dummies", this portable guide is filled with scripts and samples designed to assist any salesperson.
About the Author Tom Hopkins, chairman of the board of Tom Hopkins International, became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written many books on sales topics, including Hungry Minds' Selling For Dummies(R). Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.
Introduction. PART I: A Close by Any Other Name Is Still a Close. Chapter 1: Falling in Love with Closing. Chapter 2: The Anatomy of a Close. Chapter 3: The Anatomy of a Closer. PART II: Tactics and Strategies of Champion Closers. Chapter 4: The No-Frills Close. Chapter 5: Questioning and Listening Strategies. Chapter 6: Closes That Overcome Fear. Chapter 7: Putting an End to Procrastination. Chapter 8: Closing the Tough Customer. Chapter 9: Remote Closing. PART III: Continuing to Build Your Business. Chapter 10: Keeping the Sale Closed. Chapter 11: Add-On Selling. Chapter 12: Bowing Out Gracefully (But Keeping Your Foot in the Door!). PART IV: The Part of Tens. Chapter 13: Ten Reasons People Choose Your Product or Service. Chapter 14: Ten Reasons People Don't Choose Your Product or Service. Chapter 15: Ten Ways to Put Your Clients at Ease. Chapter 16: The Ten Biggest Closing Mistakes. Chapter 17: Ten Ideas for Creative Closing. Chapter 18: Ten Ways to Master the Art of Closing. Index. Book Registration Information.