Sales Closing For DummiesISBN: 978-0-7645-5063-8
Paperback
288 pages
April 1998
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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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.
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.
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