Duration:
Self-study or Classroom Training
Description:
The 50-Minute Manager Series was designed to cover critical business and professional development topics in the shortest time possible. Our easy-to-read,
easy-to-understand format can be used for self-study or classroom training, or even office training. With a wealth of hands-on exercises, the 50-Minute
books keep you engaged and help you retain critical skills.
Set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a
successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales
demonstrations to each client.
Table of Contents:
Part 1: Building Rapport
Closing: An Essential Chapter of the Selling Process
Rapport = Trust
Pre-Interview Trust Builders
Communication Techniques That Build Trust
Opportunity: A Favorable Juncture of Circumstances
Finding Something in Common Is a Myth
Part 2: An Ethical Approach to Closing Success
Uncovering Prospects' Needs
Ask a Provocative Question
To Obtain the Keys to Fort Knox, Use a Take-Away Transition
Avoid the Product or Service Trap
Part 3: Ask In-Depth, Probing Questions
Producing Profitable Interactions
1. Ask Open-Ended Questions
2. Phrase Questions Carefully
3. Rephrase and Redirect to Maintain Control
4. Deal with Negatives Head-On
5. Use the Most Powerful Principle in Communications
Part 4: Demonstrations That Close
The Demonstration Phase of Closing
Appeal to Your Prospect's Emotions
Three Important Rules
Give Intellectual Proof
Ask Trial Closing Questions
Answer Objections as Questions, Not as a Roadblock to Your Sale!
Beginning the Close
Part 5: Closing Is a Process
Finalizing Your Sale
Recognizing Buying Signals
Create a Sense of Urgency
Just Ask!
Summary
Additional Reading
