The Complete Idiot's Guide to Closing the Sale

Front Cover
Penguin, 2007 - Business & Economics - 280 pages
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.

Discover:
. 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.


 

What people are saying - Write a review

LibraryThing Review

User Review  - GShuk - LibraryThing

Some interesting points then it goes into generics and draws them out way too much for my liking. I do like his overall approach to sales and someone starting out might benefit from learning this viewpoint, however there are much better books out there. I only listened to half the book. Read full review

LibraryThing Review

User Review  - fullhouse751 - LibraryThing

Good book for general techniques on closing, and listening skills. Also discusses Permission Based Presentations and not going too deep into a presentation that the seller does not want to hear. I can definitely use some of these techniques with my job as a personal trainer. Read full review

Contents

Contents
1
Never Close Again
3
The Anatomy of a Closer
21
Cerebral SellingWhy People Will
43
Get in Their Head and Get out with a Sale
59
Showing Up as the Sales Champion Your Customers Expect
79
Advanced Listening Strategies
103
The Myths of Presenting to Your Prospects
115
Permission Based losing Get the Prospect to Yes
153
Planned or Canned? The Hybrid Closing
179
Closing the Salewith Permission
203
How Top Producers Maintain Their Edge
215
Stop the Cancellations and Improve
233
Call
245
The Advanced Course
253
Glossary
271

Make Your Sales Presentations
129

Other editions - View all

Common terms and phrases

About the author (2007)

Keith Rosen, President of Profit Builders, is the executive sales coach that top salespeople and managers call first. As a prominent, engaging speaker and Master Certified Coach, Keith is one of the foremost authorities on assisting people to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results. A best selling author, Keith has written several books including, Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling and Coaching Salespeople Into Sales Champions. For his work as a pioneer in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches. In addition, Keith sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution. Keith is also a frequent contributor for Selling Power Live, CBSNews.com, CanDoGo.com, Sales and Marketing Management and has been appointed as the Expert Sales Advisor for AllBusiness.com.

Bibliographic information