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Sales Closing for Dummies

Condition: BRAND NEW ISBN: 9780764550638 Author(s): Tom Hopkins Format: Paperback Year: 1998 Edition: 1st Publisher: For Dummies Dimensions: 142 x 217 x 16 (w x l x h) Pages: 288 Series: For Dummies S.

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Description: 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 se