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Secrets of Closing Sales
The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today’s competitive new sales environment—with 53 case studies drawn from real life.
The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how
• Analyze the customer’s psyche to determine your selling strategy
• Cash in on the callbacks and follow-up visits
• Make more effective use of the telephone
• Get great leads from satisfied clients
• Profit from telemarketing
• Make sure a closed sale stays closed
Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income.
“The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”— Executive Book Summaries
The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how
• Analyze the customer’s psyche to determine your selling strategy
• Cash in on the callbacks and follow-up visits
• Make more effective use of the telephone
• Get great leads from satisfied clients
• Profit from telemarketing
• Make sure a closed sale stays closed
Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income.
“The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”— Executive Book Summaries
- GenresBusiness
408 pages, Paperback
First published January 1, 1970
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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