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Without the close, there is no sale. Pretty obvious, right? Yet,for many salespeople, closing is the most baffling and elusive partof the selling process. All too often, salespeople meet qualifiedclients and charm them with an eloquent presentation, only to seethe sale mysteriously slip from between their fingers in the end.Which is sad when you consider all the hardwork ? the prospecting, preparation, planning, andpractice ? done for the sake of a moment of truththat never arrives. show more Fortunately, closing is an art that can bemastered, and now Sales Closing For Dummies shows you how. Packed with powerful principles that can help you become atop-producing salesperson, Sales Closing For Dummies is theultimate guide to mastering that most mysterious part of theselling equation. Tom Hopkins, the legendary sales genius who, byage 30 was the nation?s leading real-estate trainer,demystifies closing and shows what it takes to be a championcloser, 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 crosssection of industries, Tom shows why professional selling is aboutcommunication, not coercion. And he shares his considerable insightand 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 customerprocrastination, 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 helpyou to build your business Featuring Tom?s Hopkins? trademark ?RedFlag? key points and situation scripts, this fun,easy-to-understand guide arms you with the hands-on tools andtechniques you?ll need to become a world-class closer. show lessTags
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Tom Hopkins became a millionaire at age 27, and at 30 became the nation's leading real-estate trainer. By 35, he wrote the international bestseller How to Master the Art of Selling, which has sold more than 1.3 million copies in eight languages and 27 countries. Today, Hopkins is the chairman of the board of Tom Hopkins International and is show more recognized as the world's leading sales trainer and motivational speaker, giving approximately 75 seminars to more than 100,000 people each year in the U.S. and around the world. show less
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