Building & Closing the Sale: Proven Methods for Closing Sales

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Sales professionals today know that successful selling is part of an overall process and not just hard-sell presentation and closing techniques. You must learn the art of uncovering your prospect's hidden motivations and them you must learn to ask for the business. However, closing the sales is difficult for most sales representatives or service industry professionals. Some studies estimate that in more than 60 sales meetings, there is no attempt by the seller to close the sale. In the part, sales training has focused on filling the heads of participants with as many closing 'tactics as possible. BUILDING AND CLOSING THE SALE teaches you that closing is an integral part of an orchestrated selling process. You will not be given a dozen closing speeches to memorize, or a long list of 'power words to use on your prospects - today's customers are too sophisticated for that. With the examples, instructions, and exercises in this book you will learn how to build rapport.