TAILIEUCHUNG - Secrets of Closing Sales by Charles B. Roth and Roy Alexander

Just having an assumptive attitude and saying, “Great, welcome to the club” or “That’s the option most of our members choose” makes the guest think that it is what everybody does and they will simply figure that this must be how it works. Too many times, a salesperson will accidentally give the prospect an opportunity to haggle by not closing the deal right away when they had the chance. You can even make the choice for them many times. If they already said that price is a concern, when you show them the options, you can automatically. | Audio-Tech Business Book gjlijjig EEE- Secrets of Closing Sales by Charles B. Roth and Roy Alexander In this issue A summary of the original text. Grasp. the secrets that enable the top 20 percent of salespeople to close 80 percent of all sales. Unleash. the power of 16 proven tactics for closing sales that can easily be adapted to your own personality products and prospects. Analyze. the nine types of customers so you understand what makes them buy and then craft a sales presentation they can t resist. Hone. your sales skills by observing seven master closers as they successfully select the right techniques for each closing situation. Confront. the three fears most people encounter when they sell to groups and use five proven techniques to close the sale to several buyers at once. Volume 10 No. 12 2 sections . Section 2 December 2001 2002 Audio-Tech Business Book Summaries 12-24 No part of this publication may be used or reproduced in any manner whatsoever without written permission. To order additional copies of this summary reference Catalog 12012 The authors of Secrets of Closing Sales Charles Roth and Roy Alexander have distilled the best field-tested methods of tying up the sale straight from the firing line. These techniques can boost productivity for the seasoned professional and increase income for salespeople in all areas. They ve uncovered the art and science that separates the master closers from the thundering herd. Charles Roth has trained more than 30 000 people in closing techniques. For ten years Roy Alexander was editor of Marketing Times magazine a national journal that provides personal selling information to sales and marketing executives worldwide. This business-tested treasury of ideas will reveal classic closing keys and how to apply them the answers to solving buyer problems by turning their weaknesses into your strengths and the ins and outs of effective group selling. You ll also benefit from the highly detailed point-by-point .

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