Sales Closing For Dummies

Without the close, there is no sale. Pretty obvious, right? Yet,
for many salespeople, closing is the most baffling and elusive part
of the selling process. All too often, salespeople meet qualified
clients and charm them with an eloquent presentation, only to see
the sale mysteriously slip from between their fingers in the end.
Which is sad when you consider all the hard
work - the prospecting, preparation, planning, and
practice - done for the sake of a moment of truth
that never arrives. Fortunately, closing is an art that can be
mastered, and now Sales Closing For Dummies shows you how.

Packed with powerful principles that can help you become a
top-producing salesperson, Sales Closing For Dummies is the
ultimate guide to mastering that most mysterious part of the
selling equation. Tom Hopkins, the legendary sales genius who, by
age 30 was the nation's leading real-estate trainer,
demystifies closing and shows what it takes to be a champion
closer, including how to:

* Lead a sale without being pushy

* Read the signs of an interested potential buyer

* Use questioning methods that close sales, time and again

* Help clients feel good about their buying decisions

* Keep your clients' business and build their loyalty

* Build long-term relationships and watch your sales grow

With the help of dozens of real-life examples from a wide cross
section of industries, Tom shows why professional selling is about
communication, not coercion. And he shares his considerable insight
and experience on:

* Verbal and visual buying cues and how to recognize them

* Choosing the best location for closing

* Addressing concerns and creating a sense of urgency

* Time-tested tactics and strategies for ending customer
procrastination, overcoming their fear, closing from a distance,
and more

* The ten biggest closing mistakes and how to avoid them

* Add-on selling and other ways of getting your clients to help
you to build your business

Featuring Tom's Hopkins' trademark "Red
Flag" key points and situation scripts, this fun,
easy-to-understand guide arms you with the hands-on tools and
techniques you'll need to become a world-class closer.