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AN ETHICAL APPROACH TO CLOSING SUCCESS
ASK INDEPTH PROBING QUESTIONS
DEMONSTRATIONS THAT CLOSE
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appointment body language build rapport build trust buying decision buying signals Cindy client or customer close the sale closing a sale Closing Principle Number closing skills closing techniques Crisp Publications customer client customer or client decision maker demonstration discuss Dress for Success effective endorsement letters executive feel felt focusing hidden needs important in-depth probing light probing listen LJ LJ LJ look meet negative nonverbal communication opportunities percent person pitch probing phase probing questions problem product knowledge products or services products services prospect says prospect talking prospect's attention prospect's mind prospect's needs prospective customer provocative question purchase relationship remember representative or service sales and service sales or service sales presentation sales process sales representative sales techniques sales training seller selling service professional set the stage simply situation softening letter specific product steps take-away transition transaction trial closing questions Virden wardrobe words