Stop Selling And Start Closing
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Stop Selling And Start Closing
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Author : Michael W Steiger
language : en
Publisher: Steiger
Release Date : 2024-06-24
Stop Selling And Start Closing written by Michael W Steiger and has been published by Steiger this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-06-24 with Self-Help categories.
Learn how to stop Selling, start Closing, and earn more by turning customers into clients as you guide them to a valuable exchange of their hard-earned money to satisfy their wants and desires. This is your practical guide to sales and negotiation. Here you will learn about the psychological motivators and inhibitors of a customer. You will learn how to use these motivations to help guide a customer to realize their true desires. You will learn powerful tried and true techniques, so that you can confidently lead the customer to Closing on their wants and desires. Knowing that you will make the sale and not just wish for it. Become a Master of Sales by learning: How to guide the customer to their true wants and desires. How to use powerful Closing techniques. How to use a customer's motivators to defeat their inhibitions. How to discover what the customer can and will afford. What to say and what not to say. How to say it and how not to say it. What words you should use, and what words you should not use. How to approach and say hello to a customer, and how not to approach and say hello to a customer. How to master yourself by learning to control your own emotions and responses. What the customer is thinking and not telling you. How to deal with the Expert. How to handle complaints. How to gain trust and build rapport. How to ask for the Close.
Stop Selling And Start Closing
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Author : Montana G. Spillman
language : en
Publisher:
Release Date : 2009
Stop Selling And Start Closing written by Montana G. Spillman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business & Economics categories.
New York State Licensed Real Estate Broker, HUD Broker, Investor, Developer, and Property Manager. Real Estate Educator, Licensed by the New York Department of State & Bureau of Educational Standards, Professor at BOCES Southern Westchester Adult Education and The Empire School of Real Estate, Published Author and Motivation al Speaker. One of the original founders of Affl uent Properties Group Corporation and is currently serving as its’ CEO. The Board of Directors is composed of Attorneys, Real Estate Investors and Real Estate Brokers who formed Affl uent Properties Group Corporation in 2002 for the purpose of creating wealth through Real Estate Investments.
Stop Selling And Start Closing
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Author : Montana G. Spillman
language : en
Publisher:
Release Date : 2009
Stop Selling And Start Closing written by Montana G. Spillman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with House selling categories.
Stop Selling And Start Closing
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Author : Montana G. Spillman
language : en
Publisher: Xlibris Corporation
Release Date : 2009-09-23
Stop Selling And Start Closing written by Montana G. Spillman and has been published by Xlibris Corporation this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-09-23 with Business & Economics categories.
New York State Licensed Real Estate Broker, HUD Broker, Investor, Developer, and Property Manager. Real Estate Educator, Licensed by the New York Department of State & Bureau of Educational Standards, Professor at BOCES Southern Westchester Adult Education and The Empire School of Real Estate, Published Author and Motivation al Speaker. One of the original founders of Affl uent Properties Group Corporation and is currently serving as its CEO. The Board of Directors is composed of Attorneys, Real Estate Investors and Real Estate Brokers who formed Affl uent Properties Group Corporation in 2002 for the purpose of creating wealth through Real Estate Investments.
The Natural Laws Of Closing
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Author : Daniel Jacobs
language : en
Publisher: Bookbaby
Release Date : 2019-02-24
The Natural Laws Of Closing written by Daniel Jacobs and has been published by Bookbaby this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-02-24 with Self-Help categories.
Bookstore shelves are full of HOW-to-Do-It books on selling. But few underscore the simple fact that selling is not the same as closing. They are two distinctly different skills. And, just because you're good at selling doesn't mean you can close sales. Why? Because unless you realize that you must stop selling when you start closing, or you will consistently over-sell the customer and lose the sale as a result. There are also many WHAT-to-Do It books on closing sales, but most of them deal with the symptoms that appear during closing. Few ever tell you what is causing those symptoms to appear. And unless you are prepared to recognize and smoothly handle the hidden emotional reactions that appear, too often you'll end up forcing the customer to buy, which never works! This book contains gemstones not mentioned in other texts on closing sales. It uncovers the source of sales resistance and outlines how to use it to both the customer and your advantage. Closing sales is not that hard once you know what to do, when to do it, and above all, why you are doing it. This book contains all the answers. All that is required is for you to read it with the purpose of applying the material. The rest is easy. Daniel Jacobs
Stop Selling Start Believing
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Author : John P Kaufman
language : en
Publisher: Sales Coaching Lab
Release Date : 2024-01-01
Stop Selling Start Believing written by John P Kaufman and has been published by Sales Coaching Lab this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-01 with Business & Economics categories.
Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!
The Wedge
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Author : Randy Schwantz
language : en
Publisher: Summit Business Media
Release Date : 1998
The Wedge written by Randy Schwantz and has been published by Summit Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998 with Selling categories.
This is the only proven technique for separating prospective clients from your competitors and winning new business. Presents and discussses the Wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. The book concentrates on a four-step process called Position, Leverage, Growth, and Scoreboard. Sales people must position their books of business for profitability and growth by over serving the top 20 percent of clients. They must leverage satisfied customers to gain referral prospects. They must accelerate sales growth by busting incumbent relationships. And they must track sales growth through a formal scoreboard. Written for individual sales persons by a well-known sales consultant, The Wedge discusses why traditional selling doesn't work, what sales people need to know to win, and the six steps of The Wedge sales process. Includes actual scripting aids and practical, situation-specific winning sales examples.
The Lost Art Of Closing
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Author : Anthony Iannarino
language : en
Publisher: Penguin
Release Date : 2017-08-08
The Lost Art Of Closing written by Anthony Iannarino and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-08-08 with Business & Economics categories.
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Stop Selling Start Helping
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Author : Matt White
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2016-04-14
Stop Selling Start Helping written by Matt White and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-04-14 with categories.
TRADITIONAL SELLING DOESN'T WORK ANY MORE! Did you know that more than 70 percentof the buying decision takes place BEFORE you even know a prospect exists? That's why the traditional sales process doesn't work. In this book, you'll learn: - Why traditional selling doesn't work any more... - The new way consumers (both B2B and B2C) are buying... - Why NO ONE CARES about your product... - How to build credibility and trust in this new world of buying & selling... - And much, much more!"
Stop Selling
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Author : Chris Helder
language : en
Publisher:
Release Date : 2005-01
Stop Selling written by Chris Helder and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-01 with Methodology categories.
Teaches many powerful approaches you can use to improve your sales effectiveness. Traditional methods of selling based on 'going for the close' have now become outdated and even detrimental when long-term sales success often depends upon relationships, trust and tailored solutions for solving your customer's problems.