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...