The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale

THE AUTHORITATIVE GUIDE TO POWERHOUSE SALES

The Very Little but Very Powerful Book on Closing gives you the inside track to the winning techniques for making the sale at the price you want. Written by Jeffrey Gitomer the global sales authority and bestselling author this indispensable resource shows how to overcome customer resistance and includes the low–down on the right ways to ask for a sale in order to seal the deal.

Designed to be practical, this invaluable guide is filled with sure–fire tips and compelling examples that illustrate how to ask the five crucial questions that will create a sense of urgency prospects cannot ignore. Once you′ve mastered the art of asking these essential questions you will get to the heart of the customer′s problem or need, very quickly, without the buyer feeling like she is being pushed.

The author shows how to walk the delicate balance between your words and actions, and the prospects thoughts and perceptions. To give you a definite edge, The Very Little but Very Powerful Book on Closing offers fourteen proven guidelines that help you maximize your listening skills, increase your productivity, reduce errors, gain customer satisfaction, and make more sales.

With The Very Little but Very Powerful Book on Closing as your guide, you can develop the closing skills and build the confidence necessary to become a sales powerhouse.

Can t Close The Sale? Whose Fault Is It? 4

How to Ask a Closing Question 9

Can You Close A Sale In Five Questions? 12

Want To Close More Sales? Listen More! 18

You Can t Get the Sale Till You Ask For It. 25

What Would Ben Franklin Think of the Ben Franklin Close? 29

A Few Closing Tactics Taking a New Look At Old Ways 34

It s Not the Close. It s The Open 38

What Are The BEST Questions? 46

Did You Get The Order? If Not, Here s why! 48

Closing the Sale. A Mastery Lesson for Sales Masters 53

Closing the Sale The Definitive Answers You Won t Like 59

JEFFREY GITOMER is the global authority on sales and customer loyalty, giving public and corporate seminars, running annual sales meetings, and conducting live and virtual training programs on selling, attitude, trust, customer loyalty, and personal development. Jeffrey gives over 100 presentations a year, and writes a weekly column that reaches more than four million readers and a weekly e–zine with over 350,000 subscribers. He was inducted into the National Speaker Association′s Speaker Hall of Fame in 2008.