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closing the sale
Turning theory into practice
5 other sections not shown
agree ask questions average better Buyer cent chapter clients closed questions closing techniques control group cost customer's decision demonstrate capability evaluation example explicit needs factors features and advantages Figure Fred F give Hawthorne effect help the customer Huthwaite Huthwaite's impact implication questions implied needs important increase larger sales look machine major sales meet ment methods moves the sale need-payoff questions no-sale objection-handling objections obtain commitment open and closed opening benefit statement payoff questions person price objections problem questions purchase ques relationship sale forward sales call sales results sales success salesforce salespeople selling cycle selling skills Simon Bailey situation questions smaller sales snake oil solve SPIN SPIN GROUP success in larger successful calls talking tell there's things tions tive tomer type B benefit uncover What's word processors