Неизв. - The Art Of Closing The Sale By Brian Tracy

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BRIAN

Author of the Sett-Selling THE PSYCHOLOGY OP SELLING

The Key to MakingMore MoneyFaster in the Worldof Professional Selling

The Key to Making More Money Fasterin the World of Professional Selling

Brian Tracy

Thomas Nelson

*(# 17M

To my friend and business partner,Victor Risling, the best salesmanand greatest closer Ive ever seen.

2007 by Brian Tracy

All rights reserved. No portion of this bookmay be reproduced, stored in a retrievalsystem, or transmitted in any form or by any meanselectronic, mechanical,photocopy, recording, scanning, or otherexcept for brief quotations in criticalreviews or articles, without the prior written permission of the publisher.

Published in Nashville, Tennessee. Thomas Nelson is a registered trademark ofThomas Nelson, Inc.

Thomas Nelson, Inc. titles may be purchased in bulk for educational, business,fund-raising, or sales promotional use. For information, please e-mailSpecialMartets@ThomasNelson.com.

Library of Congress Cataloging-in-Publication Data

Tracy, Brian.

The art of closing the sale : the key to making more money faster in the world ofprofessional selling / Brian Tracy,p. cm.

ISBN: 978-0-7852-1429-8 (hardcover)

ISBN: 978-0-7852-8913-5 (IE)

1. Selling. I. Title.

HF5438.25.T7117 2007658.85dc22

2006034507

Printed in the United States of America09 10 11 12 13 QW 98 7654

Introduction: Breaking the Success Barrier in Sales

1. Developing a Powerful Sales Personality

2. The Psychology of Closing;

3. How to Handle Any Objection

4. Winning Closing Techniques 1

5. Winning Closing Techniques II

6. Double Your Productivity. Double Your Income

ConclusionAbout the Author

INTRODUCTION

WHEN I BEGAN SELLING, COLD-CALLING FROM OFFICE to office duringthe day, and from house to apartment during the evening, I was terrified of closing.

Every day, I would sally forth to sell, unafraid to get face-to-face with prospectsand enthusiastically deliver my sales information. Then, at the end, I would chokeup and ask hesitatingly, What do you want to do now?

Invariably, the prospect would say, Well, leave it with me and let me thinkaboutit.

I learned later that the words, Let me think it over or Let me thinkabout itare polite customer-speak for Goodbye forever; well never meet again.

I convinced myself that people all over town were thinking it over and that myphone would soon fall off the hookwith eager buyers. But no one ever called.

I finally realized that it was not the product, the price, the market, or thecompetition that was holding me back from making sales. It was me. Morespecifically, it was my fear of asking a closing question.

One day, I decided that I had had enough of frustration and failure. My verynext call, when the prospect said, Let me thinkabout it; why dont you call meback, I said something that changed my life.

I replied, my heart in my throat, Im sorry, I dont make callbacks.

Excuse me, he said, a bit surprised. You dont make callbacks?

No, I said. You know everything you need to know to make a decision rightnow. Why dont you just take it?

He looked at me, then down at my brochure, and then looted up and said, Well,if you dont mate callbacks, I might as well take it.

He got out his checkbook, signed the order, paid me, and thanked me for coming.I waited out with the order in a mild state of shock I had just experienced a majorbreakthrough.

I went next door, made my presentation to the decision-maker, and used thesame words when he asked for time to think it over: I dont mate callbacks.

He said, All right, then Ill take it now.

After my third sale in less than forty-five minutes, compared with my normalrate of three sales per week, I was walking on air! Within one month, I had brokenevery sales record for my company, been promoted to sales manager, andincreased my income twenty times. I had thirty-two salespeople under me, all ofwhom I trained to askfor the order at the first meeting. Business boomed!

Over the years I have learned that knowledge of the key closing skills is essential

to your making the kind of money you are truly capable of.

I have studied, practiced, and used countless sales-closing techniques, allincluded in this book, and trained more than 1,000,000 salespeople to be sales stars.

The biggest single obstacle to great success in selling is your ability to get aprospect to take action. The purpose of this book is to show you how to remove thisobstacle so that you can mate all the sales and all the money you want.

All top salespeople are good at closing. They know how to prospectprofessionally, identify needs, build trust, answer objections, and ask for the orderin several different ways. They understand why prospects hesitate and delay, andthey know how to structure their offerings to overcome these obstacles. As a result,they join the top 20 percent of salespeople who mate all the money.

When I started out in selling, I got no training at all. I was given some brochuresto read and told to go out and talk to people. I was nervous about cold-calling andafraid of rejection, of which I got a lot. I trudged from office to office and fromdoor to door, barely making enough to get by.