The Art of Closing Any Deal · How to Be a Master Closer in Every Thing You Do by Pickens, James W. -- Read -- Imperial Library of Trantor

Index

Overview of Sales Closers Types of Salesmen Types of Closers Techniques Used by Closers Characteristics of Closers Selling Tips for Closers Why They Are Closers

CLOSERS’ ATTITUDES:

How a Closer Thinks Do’s and Don’ts for Closers The Closer’s Tidbit Checklist Closer Pressure The Closer’s Personal Pressure Closer’s Goals

THE CUSTOMER:

The Opponent Categories and Types of Customers

THE CUSTOMERS’ ATTITUDES:

Both Serious and Foolish Customers’ Personal and Secret Thoughts About Themselves and Closers How Customers Scheme Against the Closer “Hot Tips” to Remember About Customers

PSYCHOLOGICAL MANIPULATION:

Mind Game Warfare Closing By Psychological Manipulation: The Basic Foundation for All Sales Closings How the Closer Manipulates the Customer to Think as He Wants Customers’ Different Listening Levels Why a Customer Won’t Buy The Master Closer and His Rules The Weapon Called Reverse Psychology Customers and Money 35 Tactics for Psychological Manipulation: The Master Closer’s Mind Game List

CLOSER VS. CUSTOMER:

The First Meeting The Master Closer’s Strategy The Attack Plan Game Plan Notes and Ideas The Closer’s Initial Approach to the Customer Twenty Tips and Tactics That Work

THE SALES PRESENTATION:

Explaining, Showing and Demonstrating the Product The Pre-Demonstration Pitch Five Steps to Programming the Customer Pre-Demonstration Pitch Notes Show-and-Tell Time Pressures, Tricks and Traps

CLOSING THE CUSTOMER

The Word “Close” THE WORD “CLOSE” ILLUSTRATED Regrouping the Customer After the Product Presentation The Closer’s and Customer’s Attitude Notes to Remember Concerning the Customer’s Attitude Notes to Remember Concerning the Closer’s Attitude

CLOSING THE CUSTOMER:

THE TWENTY-FOUR GRFATEST “CLOSES” ON EARTH FIFTEEN CUSTOMER OBJECTIONS AND FORTY-FIVE FORTY-FIVE CLOSER RESPONSES THE ART OF CLOSING ANY DEAL

Conclusion