Sales Closing for Dummies

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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 nations leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to:Lead a sale without being pushyRead the signs of an interested potential buyerUse questioning methods that close sales, time and againHelp clients feel good about their buying decisionsKeep your clients business and build their loyaltyBuild long-term relationships and watch your sales growWith the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on:Verbal and visual buying cues and how to recognize themChoosing the best location for closingAddressing concerns and creating a sense of urgencyTime-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and moreThe ten biggest closing mistakes and how to avoid themAdd-on selling and other ways of getting your clients to help you to build your businessFeaturing Toms Hopkins trademark Red Flag key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques youll need to become a world-class closer.

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About the Author Tom Hopkins, chairman of the board of Tom Hopkins International, became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written many books on sales topics, including Hungry Minds' Selling For Dummies??. Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.