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· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9781118491188
· 쪽수 : 72쪽
· 출판일 : 2012-11-05
목차
Introduction 1
What You Can Do In A Day 1
Foolish Assumptions 2
Icons Used in This Book 2
Chapter 1: Surveying the Anatomy of a Close 3
Defining Closing 3
What closing isn’t 4
What closing is 4
Recognizing When to Close 5
Verbal buying signs 6
Visual buying signs 8
Choosing Where to Close 9
Finding a neutral location 9
Closing at your client’s office 10
Closing at your client’s home 11
Mastering the Test Close 12
Addressing concerns 12
Creating a sense of urgency 13
Moving into the Final Close 14
Shifting to paperwork 14
Closing the retail sale 16
Chapter 2: Basking in the No-Frills Close 17
Say What? The Basic Oral Close 18
Make a Note of That: The
Basic Written Close 18
Obtaining permission 19
Double-checking 20
Bridging between Closes 21
Summarizing with questions 21
Asking a lead-on question 22
Chapter 3: Questioning and Listening Strategies 23
Questioning Your Clients 23
Discovery questions 24
Leading questions 25
Closing questions 28
Involvement questions 30
Listening while You Work 30
Grouping the three types of listeners 31
Getting your client’s attention 32
Chapter 4: Overcoming Fear in Your Customers 33
Covering the Bases: Some Fundamentals of Fear 33
Determining Why Your Customer Is Afraid 34
Conquering Customer Fears 35
Distracting Customers from Their Fears 35
Finding the Exact Fear-Conquering Close You Need 37
The “If you say yes” close 37
The negative economy close 38
The big bargain close 38
The money or nothing close 39
The law of 10 close 40
The make it better close 40
The buyer’s remorse close 41
The economic truth close 42
The gaining versus losing close 42
Adapting to the Emotional Environment 44
Chapter 5: Putting an End to the Customer’s Procrastination 45
Pinpointing the Behaviors of a Procrastinating Customer 45
Changing the subject 45
Demonstrating lots of not-so-fast body language 46
Allowing interruptions 47
Canceling visits 48
Failing to return calls 49
Handling Procrastination with Ease 50
Creating a sense of urgency 50
Working the guilt angle 51
Showing customers how to be a hero 51
Assuming the close 52
Having a written agenda 52
Relating to a similar situation 53
Thinking it over 53
Showing that you get what you pay for 54
Fitting your product into the customer’s budget 55
Having no regrets 56
Reaching a compromise 56
Chapter 6: Keeping the Sale Closed 57
Paying Attention to How Customers Say “Yes” 58
Overcoming Buyer’s Remorse 59
Helping customers avoid buyer’s remorse 60
Changing the customer’s tune 61
Looking at Ways to Keep the Sale Sold 62
Offering benefits that build commitment 62
Delivering what you promise — and fast 63
Remembering that silence is golden 63
Beefing up your follow-up 64
Continuing the relationship 64
Chapter 7: Where to Go from Here 65
Taking Your First Steps 65
Visiting dummies.com 66
About the Author 67
Publisher’s Acknowledgments 67
