Sales Closing For Dummies

by Tom Hopkins

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.

Genres: Business

288 pages, Paperback

First published April 21, 1998

Reviews

[Krissy Mayse · Rating 5 out of 5]

This book was great at the time but with the emergence of social media marketing, the techniques here (not all but many of the traditional closing methods) are outdated and these days folks perceive those styles as untrustworthy. The information is still great and you can take away a ton of great information but remember that you want to keep in mind that prospects these days want to interact with real people and get real information ASAP without feeling like they are "being closed" Some of the basics - like the fact that most people don't "get the account" or "the sale" because they don't come right out and ASK for it still remains very true no matter what times we live in. Still recommend this book for anyone involved in sales or marketing - whether or not they physically sell a product.

[Tim Plett · Rating 3 out of 5]

A solid reference book for sales people-not necessarily great but solid.
I'm glad I have it in my library.

[Liz Wannos · Rating 4 out of 5]

Good book, that helped me while working in a sales position