The Art of Reading Slowly in a Fast-Paced World

The Psychology of Selling The Psychology of Closing SELF-ASSESSMENT 1. Do I recognize and take advantage of signals that indicate the prospect is ready to buy?  2. Do I plan detailed, word-for-word closings in advance of my sales presentation?  3. Do I understand how emotional and stressful a buying decision can be?  4. Do I argue with prospects and tell them why they are wrong? 5. Do I make promises about the product product that I cannot keep or oversell by saying it will do something it will not do? 6. Do I express my opinions about religion or politics or discuss personal problems with customers? SUMMARY Closing is the most painful part of a sales presentation. Closing is the part that we, as salespeople, hate, and it is also the part that the customer hates. We have an obligation to our client to go smoothly through the close, so it is as painless as possible. Plan your close in detail, and then build your sales presentation on top of it. There are several major requ...

The Psychology of Selling Winning Closing Techniques - II Buy book now! SELF-ASSESSMENT 1. Do I understand how and when to use the alternative and secondary closes? 2. Do I understand how and when to use the take-away and puppy-dog closes?  3. Why is the Ben Franklin close so effective? 4. Under what circumstances would I use the order sheet close? S. Do I understand how and when to use the walk- way close? 6. Do I ask for referrals after a sale and use them to call on new prospects? SUMMARY Following are some of the simplest, most popular and most powerful closing techniques that have ever been developed. The secondary close involves closing on a minor point in the sales presentation, acceptance of which denotes. acceptance of the entire offer. For example, the person. is looking at a refrigerator and you say, "Will you want this in blue or green?" The assumption close assumes the sale has been made. The person hasn't said yes or no and you say, "Would you like us t...

The Psychology of Selling Managing Your Time Effectively Buy book now! SELF-ASSESSMENT 1. How much of my time is spent with customers or prospects? 2. Do I confirm appointments and plan my calls so they are closely clustered in a geographic area? 3. Is my paperwork done completely and correctly before I take it on my call? 4. Do I plan and practice my presentations and closes? 5. Am I willing to meet with customers at their convenience instead of mine? 6. Do I frequently take nonproductive coffee breaks and nonworking lunches? SUMMARY One of the biggest problems salespeople have is managing their time efficiently. You are working only when you are face to face with a real, live prospect or customer. You are not working when you're filling out forms or proposals. The major time wasters are, first of all, procrastination and delay- utting off getting out there and talking to people. You waste time also when you're not prepared to close or you don't close or you don't ask ...

The Psychology of Selling, Ten Keys to Success in Selling The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling SELF-ASSESSMENT The following 10 keys to success can guarantee a lifetime of success if you use them habitually. Read each one carefully to determine your strengths and weaknesses. 1. Learn to love your work, and commit yourself to becoming outstanding in your field. You can never really like yourself and accept yourself as a worthwhile person until you have become good at what you do. 2. Decide exactly what it is you want in life. Set it as a goal, and decide the price you will have to pay to get it. Nothing worthwhile ever comes without sacrifice. 3. Back every goal and plan with persistent determination and willpower. Resilience - the willingness to bounce back and flexibility are key characteristics of successful people. 4. Commit yourself to lifelong learning. Read, listen to audiocassettes, attend seminars and take courses...