The Complete Idiot's Guide to Closing the Sale
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Traditional and gimmicky closing techniques are dead. Never be scared or reluctant to ask for the sale again and enjoy the confidence and peace of mind in knowing you have a process that works. Tap into Keith Rosen's unique, permission based approach to having a selling conversation with your prospects that fits your style of selling rather than having to 'pitch and close.' This book gives you the edge over your competition by showing you, step by step, how to get to "Yes" more often by aligning your selling approach with the prospect's preferred buying process and communication style without any pressure, manipulation or confrontation. You'll also get exactly what to say in any selling situation as well as the dialogue that the world's greatest salespeople use to defuse objections, ask for the sale and close the deal. Plus, over 100 case studies, templates and scripts you can use with Keith's powerful process driven selling approach.
. The five steps that make your sales presentations objection-proof.
. A step-by-step system that prevents cancellations, improves client retention and boosts referrals.
. Proven, permission based closing strategies that get more prospects to "Yes."
. The real reasons for price objections and why dropping your price will lose the sale.
. Three steps to defuse every objection; especially the ones you create.
. Questions you're not asking that turn more prospects into clients.
. Effective negotiation strategies.
. A proven method to boost your confidence and self esteem; permanently.
- Amazon Sales Rank: #274184 in Books
- Published on: 2007-02-06
- Original language: English
- Number of items: 1
- Dimensions: .64" h x 6.08" w x 8.99" l, .78 pounds
- Binding: Paperback
- 304 pages
"Keith Rosen challenges conventional wisdom about closing the sale by offering fresh, tactical selling principles that anyone can use to get better results while becoming more comfortable and confident in their selling efforts. Keith's unique, permission based approach to closing not only enhances the salesperson's chances for success, but also helps the prospect's decision making process without any pressure or manipulation. Readers learn a proven step-by-step approach for turning a 'pitch' focused sale into a 'ROI-driven' conversation that's virtually objection-proof. This book will give the reader a competitive edge, and it will bring back the joy of closing more sales faster than ever before."
—Gerhard Gschwandtner, Founder and Publisher, Selling Power
Going beyond strategies and scripts, a veteran sales trainer and executive coach explains the internal conversations and attitudes one needs to make sales relationships genuine and productive. Rosen is an expert at explaining sales skills such as recognizing the flow of a sales conversation or speaking a language the customer is ready to hear. His points are announced at the beginning of each track (if not on the CDs or package), and each idea is illustrated with dialogues or case studies. Rick Plastina does fine work spelling out the conceptual and practical segments. He sounds less natural when heÕs handling dialogue or adding emotional emphasis. His trying too hard to improve perfectly good writing distracts from the wisdom in this well-organized lesson. T.W. © AudioFile 2008, Portland, Maine-- Copyright © AudioFile, Portland, Maine
Most helpful customer reviews
3 of 3 people found the following review helpful.
Clsoing is Opening the door
By R.H. Orlando
Enjoyed Keith's new book and it is a great follow up to his book "Cold Calling" If selling is your profession and you have to develop your business from sales, these are a must read! His concept and process are easy to fit into your own style, where you are comfortable and enjoy your JOB! Meeting your Goals...this is your process to never having to worry about it again!
1 of 1 people found the following review helpful.
If Success Is A Must, Read This Book
By Steven M. Grisham
Closing the Sale is packed with solid information in a ready to use format. Keith writes in a great conversational style with stories that illustrate principles that are straight to the point. After reading this book I immediately added to my sales success and I believe others can have achieve the same results.
Grab the book, bring a long a highlighter and prepare to learn ways to win the inner and outer sales game.
0 of 0 people found the following review helpful.
By Catherine M. Mccorry
This book is a must have for anyone in sales. I have been using Keith's tips and have already seen results! I know this is a book I will keep as a guide to refer to anytime a new challenge comes up. I look forward to reading his other titles as well.