Sales Closing for Dummies

Sales Closing for Dummies

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Sales trainer Tom Hopkins shows how to handle the most crucial part of any sales negotiation - the close - successfully. From questioning strategies and understanding the anatomy of a close to managing surprise endings and bowing out gracefully, readers will learn how to keep their composure, avoid making costly mistakes, and increase sales significantly. Like its companion title, "Sales Prospecting for Dummies", this portable guide is filled with scripts and samples designed to assist any salesperson.
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Product details

  • Paperback | 288 pages
  • 140 x 214 x 18mm | 299.37g
  • Hungry Minds Inc,U.S.
  • Foster City, United States
  • English
  • 0764550632
  • 9780764550638
  • 452,193

Back cover copy

"The most revolutionary book you will ever read on selling successfully." -- Glenna Salsbury, CSP, CPAE, and Author "Filled with powerful principles that anyone can use to become a top-producing salesperson." -- E. Anthony Reguero, Chartered Financial Consultant Build Long-Term Relationships and Watch Your Sales Grow! Get Them to Approve Your Agreement Renowned sales trainer Tom Hopkins provides you with the hands-on tools and techniques you'll need to execute this crucial part of sales negotiation -- the close. Whether you're a newcomer to sales or a savvy pro, Sales Closing For Dummies(R) will help you turn opportunity into bottom-line results! Become a Champion Closer Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that lead to the close time and time again Help clients feel good about their buying decisions Keep your clients' business and develop loyalty
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Table of contents

Introduction. PART I: A Close by Any Other Name Is Still a Close. Chapter 1: Falling in Love with Closing. Chapter 2: The Anatomy of a Close. Chapter 3: The Anatomy of a Closer. PART II: Tactics and Strategies of Champion Closers. Chapter 4: The No-Frills Close. Chapter 5: Questioning and Listening Strategies. Chapter 6: Closes That Overcome Fear. Chapter 7: Putting an End to Procrastination. Chapter 8: Closing the Tough Customer. Chapter 9: Remote Closing. PART III: Continuing to Build Your Business. Chapter 10: Keeping the Sale Closed. Chapter 11: Add-On Selling. Chapter 12: Bowing Out Gracefully (But Keeping Your Foot in the Door!). PART IV: The Part of Tens. Chapter 13: Ten Reasons People Choose Your Product or Service. Chapter 14: Ten Reasons People Don't Choose Your Product or Service. Chapter 15: Ten Ways to Put Your Clients at Ease. Chapter 16: The Ten Biggest Closing Mistakes. Chapter 17: Ten Ideas for Creative Closing. Chapter 18: Ten Ways to Master the Art of Closing. Index. Book Registration Information.
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About Tom Hopkins

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(R). Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.
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Rating details

39 ratings
3.61 out of 5 stars
5 26% (10)
4 23% (9)
3 38% (15)
2 13% (5)
1 0% (0)
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