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Secrets of Closing Sales
Ever notice that the upper 20 percent of salespeople tend to close more than 80 percent of the sales? Since 1940, Secrets of Closing Sales has helped thousands of salespeople rise to the top. Now in its seventh revised edition, this classic bestseller has been updated to meet the challenges of today’s competitive and changing sales environment. With detailed coverage of new selling methods, innovative strategies, and a treasury of real-life examples, this book will teach you, step by step, how to:
• Read a prospect’s unspoken signals
• Combat objections such as “I’ll think it over” or “Your price is too high”
• Ask for more than you really need—and get it
• Uncover your buyer’s hidden weakness—and overcome it
Highlighted by actual case histories that demonstrate these successful selling strategies and techniques, Secrets of Closing Sales is the one tool that sales professionals—whether veterans or newcomers—need to double or even triple their current income.
• Read a prospect’s unspoken signals
• Combat objections such as “I’ll think it over” or “Your price is too high”
• Ask for more than you really need—and get it
• Uncover your buyer’s hidden weakness—and overcome it
Highlighted by actual case histories that demonstrate these successful selling strategies and techniques, Secrets of Closing Sales is the one tool that sales professionals—whether veterans or newcomers—need to double or even triple their current income.
- GenresBusiness
384 pages, Hardcover
First published January 1, 1970
6 people are currently reading
192 people want to read
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Displaying 1 - 2 of 2 reviews
December 31, 2020
I'm not a good salesperson, in fact, I'm a poor one. I waited for years on Thriftbooks for this classic work on selling to come through. It didn't disappoint despite being written in 1940 nearly 50 years before the advent of online selling.
Its rich tips can be translated into the online world, as well as the face-to-face world. For example, in Chapter 20 How To Close For Keeps the author explains that buyer's regret is not the exception but the rule. He emphasises the importance of a pointed, brief, reinforcing follow-up assuring the buyer of the advantages they are about to gain. This is what he labels the "post selling technique".
This is equivalent to the Welcome Email in an email sequence triggered by an online purchase. It serves the same purpose, and follows the same rules - get in, be brief, be reassuring, and get out.
The goal of a successful close is not to "make a sale but to make a customer". Great advice.
I also read the introductory chapters with great interest. We sometimes think that "natural salespeople" don’t feel the stress e.g. they get out of bed keen to start selling and hit the phones looking forward to their day.
The author explains how he was puzzled why some of the most successful salesmen started their day by calling on an easy prospect, for what was often a token sale. The reason, he learnt, was because this first win of the day set them up mentally to cope with the big challenges of the day. An early win set them up for success. Knowing this changed the way I approached my tasks for each day.
This book isn’t the answer to building effective email marketing funnels. But, 50 years after its publication it still provides insights into the motivation and human nature of selling and buying, and how to ensure you make customers not just sales.
Its rich tips can be translated into the online world, as well as the face-to-face world. For example, in Chapter 20 How To Close For Keeps the author explains that buyer's regret is not the exception but the rule. He emphasises the importance of a pointed, brief, reinforcing follow-up assuring the buyer of the advantages they are about to gain. This is what he labels the "post selling technique".
This is equivalent to the Welcome Email in an email sequence triggered by an online purchase. It serves the same purpose, and follows the same rules - get in, be brief, be reassuring, and get out.
The goal of a successful close is not to "make a sale but to make a customer". Great advice.
I also read the introductory chapters with great interest. We sometimes think that "natural salespeople" don’t feel the stress e.g. they get out of bed keen to start selling and hit the phones looking forward to their day.
The author explains how he was puzzled why some of the most successful salesmen started their day by calling on an easy prospect, for what was often a token sale. The reason, he learnt, was because this first win of the day set them up mentally to cope with the big challenges of the day. An early win set them up for success. Knowing this changed the way I approached my tasks for each day.
This book isn’t the answer to building effective email marketing funnels. But, 50 years after its publication it still provides insights into the motivation and human nature of selling and buying, and how to ensure you make customers not just sales.
August 13, 2022
Closing sales is critical for consultants. Closing Sales gave me some great tips for growing my business.
Displaying 1 - 2 of 2 reviews