Secrets of Closing the Sale

Author: Zig Ziglar

Publisher: Revell

ISBN: 9781441200648

Category: Business & Economics

Page: 432

View: 2810

Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to: o project warmth, enthusiasm, and integrity o effectively use 100 creative closes o increase productivity and professionalism o overcome the five basic reasons people will not buy o deal respectfully with challenging prospects

Der totale Verkaufserfolg

verkaufen kann man alles: Strategie, Situation und Ausstrahlung entscheiden

Author: Zig Ziglar

Publisher: Redline Wirtschaft

ISBN: 9783636012906

Category:

Page: 507

View: 1344

One on One

The Secrets of Professional Sales Closing

Author: Seymour, R. Ian

Publisher: Pelican Publishing Company, Inc.

ISBN: 9781455609970

Category: Business & Economics

Page: 272

View: 4867

Closing is the most important part of any sale. It is often also the most difficult. Ian Seymour has personally closed more than $32 million in retail sales one on one. Now he wants to share "the secrets of professional sales closing" with salespeople everywhere and turn each salesperson into a real PRO-CLO (a professional sales closer). Written for anyone in business who wants to succeed, grow and prosper, this comprehensive sales closing manual provides step-by-step instructions on how to successfully close any and every sale. The author describes secrets, techniques, methods, and tactics that are proven to work. Among "The Thirty-Nine Steps to Success" detailed in Part One are "Ten Do's and Ten Don'ts," "A Dozen Little Tricks Of The Trade," "Non-Verbal Communication (Body Language)," and "The Difference Between Being Good And Being The Best." The remainder of the book presents solutions to the 42 most common objections, an arsenal of 60 proven closes, and advice on how to make hay while the sun shines. In short, this manual provides everything necessary for you to become a true PRO-CLO. Ian Seymour's selling career began as a teenager when he established his own business selling merchandise door-to-door. Since then he has travelled the world and made enough money from selling to be able to retire. He has for many years been involved in training sales personnel and is a much-sought-after speaker at sales-training seminars.

The Challenger Sale

Kunden herausfordern und erfolgreich überzeugen

Author: Matthew Dixon,Brent Adamson

Publisher: Redline Wirtschaft

ISBN: 3864147239

Category: Business & Economics

Page: 288

View: 7259

Gibt es ein Rezept für Verkaufserfolg? Die meisten Führungskräfte im Vertrieb verweisen hier zuerst auf eine gute Kundenbeziehung – und sie liegen falsch damit. Die besten Verkäufer versuchen nicht nur einfach eine gute Beziehung zu ihren Kunden aufzubauen – sie stellen primär die Denkweisen und Überzeugungen ihrer Kunden in Frage. Basierend auf einer umfassenden Studie mit mehreren tausend Vertriebsmitarbeitern in unterschiedlichen Branchen und Ländern, zeigt "The Challenger Sale", dass das klassische vertriebliche Vorgehen mit dem Aufbau von Beziehungen immer weniger funktioniert, je komplexer die Lösungen sind. Doch wie unterscheiden sich Fertigkeiten, Verhaltensweisen, Wissen und Einstellung der Spitzenverkäufer vom Durchschnitt? Die Studie zeigt deutlich, dass die Verhaltensweisen, die den Challenger so erfolgreich machen, replizierbar und strukturiert vermittelbar sind. Die Autoren erklären, wie fast jeder Verkäufer, ausgestattet mit den richtigen Werkzeugen, diesen Ansatz erfolgreich umsetzen kann und so höhere Kundenbindung und letztendlich mehr Wachstum generiert. Das Buch ist eine Quelle der Inspiration und hilft dem Leser, sein Profil als Vertriebler zu analysieren und gezielt zu verändern, um am Ende kreativer und besser zu sein.

Secrets of Closing Sales

Author: Charles B. Roth,Roy Alexander

Publisher: Prentice Hall Press

ISBN: 9780136715122

Category: Business & Economics

Page: 376

View: 5482

A guide to the techniques of closing sales discusses new selling methods and customer/salesperson relationship strategies suitable for today's competitive sales climate

Vergessene Stimmen

ein Harry-Bosch-Roman

Author: Michael Connelly

Publisher: N.A

ISBN: 9783453432819

Category:

Page: 478

View: 9357

Trump: The Art of the Deal

Author: Donald J. Trump,Tony Schwartz

Publisher: Plassen Verlag

ISBN: 3864704804

Category: Political Science

Page: 400

View: 645

Donald Trump in Action – im Business, im Alltag, mit seinen Freunden, seinen Geschäftspartnern, seiner Familie. Hier finden Sie seine elf goldenen Regeln, destilliert aus seinen großartigsten Deals. Das ultimative Lesevergnügen für jeden, der Geld verdienen und erfolgreich sein möchte. Und seit dem 20. Januar 2017 auch für jeden, der verstehen möchte, wie der mächtigste Mann der Welt denkt.

Miracle Morning

Die Stunde, die alles verändert. Steh auf und nimm dein Leben in die Hand

Author: Hal Elrod

Publisher: Irisiana

ISBN: 3641194113

Category: Body, Mind & Spirit

Page: 192

View: 9570

Das einzigartige Selbsthilfeprogramm für mehr Glück, Zufriedenheit und Erfolg Dieses Buch ist auf den ersten Blick eine Zumutung, vor allem für die Nachteulen unter uns. Trotzdem stehen inzwischen zehntausende Menschen für Miracle Morning gerne morgens früh auf. Denn Hal Elrod hat damit ein genial einfaches Morgenprogramm entwickelt, dass nicht nur sein eigenes Leben um 100 Prozent verbessert hat, sondern auch das seiner vielen Fans und Leser. Wer Miracle Morning praktiziert, wird endlich der Mensch werden, der er immer sein wollte – und zwar in allen Lebensbereichen. Was man dafür tun muss? Jeden Morgen vor 8 Uhr eine Stunde lang nur sich selbst widmen. Diese Zeit verbringt man mit Meditation, Affirmationen, Visualisierungen, Sport, Lesen und Tagebuchschreiben. Wenn sich der neue Ablauf als Gewohnheit etabliert hat, startet man voller positiver Energie in den Tag. Für ein gesünderes, glücklicheres und zufriedeneres Leben!

Der Selbstmord Europas

Immigration, Identität, Islam

Author: Douglas Murray

Publisher: FinanzBuch Verlag

ISBN: 3960921802

Category: Political Science

Page: 384

View: 3475

Sinkende Geburtenraten, unkontrollierte Masseneinwanderung und eine lange Tradition des verinnerlichten Misstrauens: Europa scheint unfähig zu sein, seine Interessen zu verteidigen. Douglas Murray, gefeierter Autor, sieht in seinem neuen Bestseller Europa gar an der Schwelle zum Freitod – zumindest scheinen sich seine politischen Führer für den Selbstmord entschieden zu haben. Doch warum haben die europäischen Regierungen einen Prozess angestoßen, wohl wissend, dass sie dessen Folgen weder absehen können noch im Griff haben? Warum laden sie Tausende von muslimischen Einwanderern ein, nach Europa zu kommen, wenn die Bevölkerung diese mit jedem Jahr stärker ablehnt? Sehen die Regierungen nicht, dass ihre Entscheidungen nicht nur die Bevölkerung ihrer Länder auseinandertreiben, sondern letztlich auch Europa zerreißen werden? Oder sind sie so sehr von ihrer Vision eines neuen europäischen Menschen, eines neuen Europas und der arroganten Überzeugung von deren Machbarkeit geblendet? Der Selbstmord Europas ist kein spontan entstandenes Pamphlet einer vagen Befindlichkeit. Akribisch hat Douglas Murray die Einwanderung aus Afrika und dem Nahen Osten nach Europa recherchiert und ihre Anfänge, ihre Entwicklung sowie die gesellschaftlichen Folgen über mehrere Jahrzehnte ebenso studiert wie ihre Einmündung in den alltäglich werdenden Terrorismus. Eine beeindruckende und erschütternde Analyse der Zeit, in der wir leben, sowie der Zustände, auf die wir zusteuern.

Joe Girard: Ein Leben für den Verkauf

Bewährte Erfolgsrezepte für alle Branchen

Author: Joe Girard,Stanley Brown

Publisher: Springer-Verlag

ISBN: 3663104273

Category: Business & Economics

Page: 256

View: 7452

"Die sichere Anleitung mit Erfolgsgarantie, um der beste Verkäufer der Welt zu werden", mit Know-how aus erster Hand, praktischen Tipps, konkreten Erfahrungen, schillernden Erlebnissen und "Informationen, die Sieger machen, und Informationen, an denen Nicht-Sieger mit offenen Augen vorbeilaufen." (Umberto Saxer)

Die Bienenhüterin

Roman

Author: Sue Monk Kidd

Publisher: btb Verlag

ISBN: 3641024730

Category: Fiction

Page: 352

View: 2837

Lilys Mutter ist vor zehn Jahren umgekommen. Ihr Vater herrscht wie ein grausamer Rachegott über die inzwischen 14-jährige. Eines Tages flieht Lily aus der bedrückenden Atmosphäre ihres Elternhauses, wandert über die staubigen Straßen der Südstaaten, um ein neues Zuhause zu finden. Sie begegnet wunderbaren Menschen, rettet mit Mut und Klugheit ein Leben und findet bei drei Frauen Unterschlupf, die, wie im Märchen, in großer Eintracht zusammenwohnen. Die drei Schwestern geben dem Mädchen alles, was es braucht: Liebe, Halt, und Geborgenheit. Sie nehmen Lily in ihre Familie auf und weihen sie in die Geheimnisse weiblichen Wissens ein. Lily lernt alles über die Bienenzucht. Sie erfährt, wer ihre Mutter, die sie so schmerzlich vermisst, wirklich war, und sie verliebt sich. Doch eines Tages steht ihr Vater am Gartentor ...

One on One

The Secrets of Professional Sales Closing

Author: Ian Seymour

Publisher: Pelican Publishing

ISBN: 9781565542136

Category: Business & Economics

Page: 271

View: 7512

Ian Seymour has personally closed in excess of $32 million in retail sales one on one. Now he wants to teach you how to become a real PRO-CLO (a professional sales closer).

The Secrets of Power Selling

101 Tips to Help You Improve Your Sales Results

Author: Kelley Robertson

Publisher: John Wiley and Sons

ISBN: 0470675349

Category: Business & Economics

Page: 224

View: 3788

Praise for The Secrets of Power Selling "Finally a book that really does Keep It Simple. The Secrets of Power Selling is for anyone just starting their sales career as well as for seasoned sales professionals who are always looking to improve their skills. This is the reference guide for what it takes to have a successful sales career. With the changes happening in the workforce, our ability to sell ourselves becomes more and more important; Kelley has given us a tool to give us that edge." —Deane Parkes, CEO, Preferred Nutrition "If you’re a business professional, The Secrets of Power Selling is a must read. The most powerful aspect of this book is that it distills over 17 years of successful sales and business experience into bite-sized chunks of powerful advice that you can read in short time frames. I give it my five-star rating." —David Frey, Author, The Small Business Marketing Bible "Wow! 101 no B.S. ideas any sales person can use immediately to produce results! Each one is a gem. I wish the people who sell for me did all these." —Michael Hepworth, President, Results Exchange Inc. It’s competitive out there and there’s a lot expected of you in terms of results. But sales calls can be stressful, closing sales is not always easy, and hitting your sales targets month after month is difficult and frustrating. You don’t get much formal training and it’s impossible to find the time to improve your sales skills yourself. Besides, where would you even begin? Start with The Secrets of Power Selling! Its 101 quick tips are packed with great stories and practical advice that you can immediately put into action to help improve your sales results. Tips range from A to Z (okay, A to W!) on topics such as planning, setting goals, maintaining your health, developing your confidence, using free offers effectively, the importance of your personal appearance, and much, much more. Whether you are new to selling, an experienced veteran, a business owner or entrepreneur, or a sales manager training, supervising, and coaching a team, you will learn valuable tips that will help you increase your sales and earn more money.

Closing the Whales

The Anatomy of Major Deals -- A Proven Process for Complex, High Tech Sales Campaigns

Author: Bud Suse

Publisher: Hillcrest Publishing Group

ISBN: 1934937304

Category: Business & Economics

Page: 124

View: 1207

Landing a large, complex opportunity can be challenging for any business Closing the Whales demystifies the process, unlocks the secrets of advanced sales effectiveness, and gives professionals the tools they need to close the big one! Long sales cycles can last for months even a year or more and require a different type of finesse and approach. Often even experienced sales professionals cant foresee the probable hurdles of a successful sales campaign. Bud Suses Closing the Whales helps sales professionals rethink their strategies, offering a new way of looking at the process of closing a long, complex sale. He offers real-life examples and insight into where professionals can make the right choices (and the wrong ones). In this book, youll learn: -How to know when you are winning and when you should foldem -How to anticipate potential problems and determine solutions ahead of the curve -How to maintain momentum throughout the sales process -And much more! Let Closing the Whales arm you with the tips and tools to execute outcomes that benefit and grow your business if youre serious about that whale on the horizon, you wont want to put it down.

The Perfect Close

The Secret to Closing Sales - the Best Selling Practices and Techniques for Closing the Deal

Author: James Muir

Publisher: N.A

ISBN: 9780692689103

Category: Selling

Page: 284

View: 5650

If you want to discover how to close sales using the absolute best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how 'closing the sale' can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. It is especially helpful for new and inexperienced salespeople and professionals who dislike the "stigma" of selling or find the selling process awkward or uncomfortable. In The Perfect Close: The Secret to Closing Sales you will learn: A simple method to closing that is nearly always successful (95% range), is zero pressure & involves just two questions. How traditional closing techniques damage trust & what you can do remain on emotionally higher ground. How to close more sales in way that makes clients feel more educated, in control and see you as a facilitator & consultant. A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage. How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business. A natural way to close that doesn't require that you change your personality or become someone you're not. How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments. How to add value on every sales encounter. Everything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today. Apply it yourself and discover how this simple technique along with being genuinely authentic creates the highest levels of success and happiness. This is more than a just a book. It's a sales training course that outlines step-by-step what you need to do to advance your sales to closure. If you are new to sales, make this the first book you read. It will teach you how to be effective immediately and will literally teach you the rest of the steps in your sales process. If you are an experienced professional looking for ways to improve your performance, this book will help take your closing skills to a whole new level. SPECIAL BONUSES! With this book you will get access to a myriad of complimentary online resources including: The Perfect Close Reference Model, The Perfect Close Mind Map, Opportunity Research Forms, Encounter Planning Forms, Sample Meeting Agendas, The 21 Closing Secrets Reference Guide, Special Reports and more. Print them out and use these resources to help you while selling or just to refresh what you've learned. My intent is to genuinely help you. This is a no-risk purchase. If you don't agree that The Perfect Close is the best practice for closing sales that you have ever read I will buy you the closing book of your choice. Scroll up and Purchase The Perfect Close right now. Then jump right to Chapter 12 and you'll have the technique before the end of the chapter. Purchase The Perfect Close right now and discover for yourself how to close more sales.

Leadership Challenge

Author: James M. Kouzes,Barry Z. Posner

Publisher: John Wiley & Sons

ISBN: 9783527503742

Category: Executive ability

Page: 382

View: 3804

Through research, interviews and the experience of hundreds of managers, Kouzes and Posner show how leadership can be learned and mastered by all. Readable, interesting, and up-to-date. Highly recommended.--Library Journal.

The Secret Is Selling Not Closing. Closing Is the Result of Effective Selling.

Strategies and Systems That Will Help You Sell It Now and Increase Your Income!

Author: Joel Pinero

Publisher: Xlibris Corporation

ISBN: 1514484064

Category: Self-Help

Page: 154

View: 5184

My intention in this book is to provide an innovative perspective and approach of what is a must in the sales process so that you, the sales professional, can be more effective in closing deals in todays market. The information in this book shies away from the high-pressure old sales tactics. The sales principles that I will share, when applied correctly, will give you the power to change your sales career and financial future forever. The strategies I will share with you in this book will increase your opportunities of achieving more easily closed sales. The book will show you that we, as sales professionals, need to get out of the way of making the sale by following the correct sales sequence. In many of my coaching sessions, we have found that the reason the prospects dont purchase is the salesperson. Let me be your coach on why people buy, why people buy today, and why people buy now! Highlights The name of the game is selling, not closing. There are no new words in sales. The magic of selling is on the sequence. Telling is not selling; selling is influencing. Objections The difference between pressure and urgencyare they the same? The battle of the guilts. Breaking the old myths.

Secrets of a Master Closer

A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere

Author: Michael Kaplan

Publisher: Oculus Publishers

ISBN: 1938895118

Category: Business & Economics

Page: N.A

View: 2314

If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to read this book. Here’s the deal: Selling, at its core, isn’t a patchwork of cheesy closing techniques, annoying high-pressure tactics, or gimmicky rebuttals. True salesmanship follows very specific laws, has very specific steps and stages, and leaves a customer feeling happy and helped. It’s honest, respectful, enlightening, friendly, and done with real care. It’s the type of selling that wins you not only customers, but fans. Not coincidentally, this is the type of selling that truly great salespeople have mastered. This is the type of selling that keeps pipelines full and moving, and that builds a strong, loyal customer base that continues to give back to you in the form of customer loyalty, reorders, and referrals. Well, that’s what this book is all about. It will give you a crystal-clear picture of the exact steps that every sale must move through and why, and how to methodically take any prospect through each, and eventually to the close. And how to do it with integrity and pride. In this book, you’ll learn things like... The eight precise steps of every sale. Leave any out, and you will struggle. Use them all correctly, and you will be able to close unlimited sales. The true purpose of the presentation and the crucial, often-missing steps that need to be taken first. If you’re making the same presentation mistakes as most other salespeople, this chapter alone could double your sales. How to easily discover which prospects can use and pay for your product/service, and which can’t. Time is your most valuable commodity as a salesperson, and if wasted, it costs you money. Know exactly when it’s time to go for a close, and know how to smoothly create an abundance of closing opportunities. This is the hallmark of every master closer. Learn it, use it, and profit. Why it’s a myth that you need to know multiple ways to close deals. Learn this one, simple method, and you’ll be able to use it to close all of your sales. Simple formulas to turn any objection into a closing opportunity. Use them and never fear hearing a prospect’s objection ever again. And a whole lot more! This is more than a just a book, really. It’s a step-by-step sales training course. Each chapter ends with precise exercises that will help you master each technique taught and each step of the sales process. If you are new to sales, make this book the first one you read, and you will greatly increase your chances for quick success. If you are a seasoned veteran and are looking for ways to improve your numbers, this book will help you make your sales goals a reality. SPECIAL BONUS FOR READERS! With this book you"ll also get a free “Road Map” from the author that lays out, in a PDF chart, every step and key principles taught in the book. Print it out and keep it handy because it makes for a great “cheat sheet” to use while selling, or just to refresh on what you’ve learned. Scroll up, click the “Buy” button now, learn the secrets of master closers, and use them to immediately improve your numbers!