The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale
A leading authority on sales and customer service reveals how to close the deal on your terms.
This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms.
The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps.
• Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership
• Contains essential advice from the leading authority in sales and customer service
• Teaches you how to ask the right questions to close the sale
How to ask a closing question 9
Can you close a sale in five questions? 12
Want to close more sales? Listen more! 20
You can’t get the sale ’til you ask for it 27
What would Ben Franklin think of the Ben Franklin close? 33
A few closing tactics. Taking a new look at old ways 38
It’s not the close. It’s the open 42
What are the BEST questions? 50
Did you get the order? If not, here’s why! 52
Closing the sale. A mastery lesson for sales masters 57
Closing the sale. The definitive answers you won’t like 63
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.