Tom Hopkins

Sell it Today, Sell it Now (eBook, ePUB)

Mastering the Art of the One-Call Close

• Format: ePub

Produktbeschreibung

Have you discovered the power of the one-call close? Sell it Today, Sell it Now by sales champion, Tom Hopkins, is your ultimate reference guide to planning and perfecting the art of one-call closing. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will learn why hundreds of thousands of salespeople use this book as a resource for new techniques and surprising insights.

You will discover how easy it is to:

• Employ the 15 keys of overcoming objections
• Overcome your fear of closing
• Manage the 4 concepts that control all sales
• Let your customers answer their own objections
• Master the art of the one-call close

Once you get a taste of this easy-going, soft-selling, results-only-system, you'll absolutely love it and never want to sell any other way. This step-by-step sales training book holds the key to your successful sales career.

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Produktdetails

• Verlag: Made For Success Publishing
• Seitenzahl: 244
• Erscheinungstermin: 1. September 2016
• Englisch
• ISBN-13: 9781613397794
• Artikelnr.: 44760089

Autorenporträt

The Builder of Sales Champions and Master in the Art of Professional Selling

Tom Hopkins carries the standard as a master sales trainer and is recognized as the world's leading authority on selling techniques and salesmanship. Over 3,000,000 people on five continents have attended Tom's high-energy live seminars. Tom personally conducts 75 seminars each year traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, Taiwan and the Philippines.

Tom has been the subject of countless articles in publications such as U.S. News and World Report, The New York Times, The Los Angeles Times, Personal Selling Power, People magazine, Selling magazine, Entrepreneur magazine, and The Washington Post. One of America's most successful and dynamic businessmen, Tom Hopkins did not find success easily. Born in Burbank, California, Tom quit college after only three months. At 19 years of age, married and with a baby on the way, he took a job in construction. It wasn't too long before Tom decided that this was not the way he wanted to spend the rest of his life, so he quit the construction job and took a job he thought would be easier - selling real estate.

Inhaltsangabe

Introduction
Creating the Right Place at the Right Time
The Art of One-Call Closing is More Than a One-Time Read
Chapter 1 The One-Time Job Description
Zero's in on the job of the one-call closer
Chapter 2 The Salesperson's Mind
How to dispel your fears and develop the attitude of a Champion closer
Chapter 3 The Prospect's Mind
Understanding the four defenses all prospects use
Chapter 4 The Two Formations of Personality Obstacles
The power of the proper sequence of presentation
Chapter 5 The First Defense-Trust, Part I
Gain trust early
Chapter 6 The First Defense-Trust, Part II
Keep trust intact during the entire presentation
Chapter 7 The Second Defense-Need, Part I
Discovering the prospect's need
Chapter 8 The Second Defense-Need, Part II
Expanding on the prospect's need
Chapter 9 The Third Defense-Help
Showing how your product solves the need
Chapter 10 The Fourth Defense-Hurry, Part I
Creating a powerful presentation with your product's features
Chapter 11 The Fourth Defense-Hurry, Part II
Using product options and discounts properly
Chapter 12 The Prospect-Initiated Sale
Modifying the system for the prospect-initiated sale
Chapter 13 Additional Methods for Increasing Your Proficiency Numbers
Objection handlers and closing strategies