James W. Pickens - The Art of Closing Any Deal: How to Be a Master Closer in Everything You Do

Copyright 1989 by James W. Pickens

Copyright 2003 by Warner Books

All rights reserved. Except as permitted under the U.S. Copyright Act of 1976, no part of this publication may be reproduced, distributed, or transmitted in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.

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First eBook Edition: October 2009

ISBN: 978-0-446-56784-8

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I would like to sincerely salute all of the true master closers throughout the world.

I would also like to thank the very wonderful people whose love and whose belief in me made this book possible:

Dr. Jim & Evelyn Pickens

Lindsey Janell Pickens

David Rivera

Donna, Kim, Cameron, and Denise

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All of the information contained in this book is based on closing facts and strategies that produce superior sales performances when utilized.

All thoughts and situations included in this book are based on the authors own experiences.

This book was written to help the reader become a master closersomething every salesman should strive to be.

It is the sincere hope of the author that the lessons learned here are beneficial, not only in the readers business future, but also in his or her personal life.

My Best Wishes and Blessings;

James W. Pickens

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Contents

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This book has three main purposes. First, it is a comprehensive reference book on closing saSPO&les. Second, its a professional sales closers guide to new closes in todays competitive market. Third, and most important, it introduces a closing formula (Sams secret) whose proven success record exceeds all other sales strategies and techniques being used anywhere in the world.

This book is not a beginners self-help manual; it is a master closers Bible. It has not been written for the average, run-of-the-mill salesman or anyone who simply wants to gain a little knowledge about selling tips.

This book has been designed to help Master Sales Closers learn, brush up and study the best proven selling procedures ever devised.

There are no frills or superficial information here. Just bottom-line closing facts to get the readers closing average up at least forty to fifty percent above what he or she is currently producing. Thats why I wrote this book.

It is not the intention of the author to embarrass or upset anyone in the selling profession, although in places the book will take a close and very candid look at salesmen just like you. Hard-hitting, gut-penetrating, sales booksif theyre worth anything at allhave to step on someones toes, and this program is no exception. But this is a selling guide that actually tells you what all the other sales books have not and/or will not. In the past, authors of business books have maintained a certain level of respect and circumspection toward customers that salespeople generally agree with and accept. However, in this book no holds are barred. The customer is taken apart and completely dismantled, analyzed and thoroughly examined by the Master Sales Closer. After this dissection, the reader can understand any customers position. Then the sales closer, after developing a sound strategy, goes in for the kill (the sale).

This book is a straightforward, honest discussion of proven techniques, tricks and traps that do produce sales. So, if you are really serious about your selling profession, no matter what field of sales you are in, then dont talk to another customer until you have read this book. Virtually every customer objection that you will ever encounter is covered. It gives you not only the answers but all the ammunition you will ever need to get the sale and keep it sold.

This book is in a league by itself and I can guarantee that you will not be disappointed in any way. The information is for you personally and should not be shared indiscriminately. Its a powerful aid to get the job done (the job of closing sales), and it does just that.

The Art of Closing Any Deal will turn you into a master closer in everything you dothe minute you say Hello to your customer. You will sell more than you ever have while learning hundreds of valuable tips that can also be applied to your personal life.

This is the only book you will ever need to masterfully close your customer one on one. So, lets get started.

You dont have to miss any more sales, beginning right now!

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THE ART OF CLOSING ANY DEAL

My name is Jim Pickens and Im about to relate a remarkable experience that happened to me this past December. Ive never written a book before, but facts and circumstances forced me to try. On December 21st, something happened to me that was so fantastic that I felt it had to be shared. The only way I could explain it to you was to take time off from my business and write it all down in my own words. I decided to just do that.

Before I start to tell you everything that happened, you should know something about me so you will realize that I am quite serious about this book.

First of all, Im a family man with a wonderful wife, four lovely children, and, with the help of many people, a very successful real estate development company. The reason Im telling you this is not to brag, but to let you know that an experience profound enough to make me drop nearly everything and take time off to write a book, had to be of extraordinary importance. And believe me, I feel it was just that. Ive been through a lot in my life, but nothing compares to what you are about to read in this book.

The best way for you to understand the whole story is if I start right from the beginninga June morning seventeen years ago in my home town of Pittsburgh, Pennsylvania. That particular summer I was looking for a job, something to do so I could earn a little spending money to see me through the summer, and for my sophomore year at college.

I just wanted to date good-looking girls and work outdoors, forgetting school and my future career. Oh yes, my dadand this is just like himhad a great job lined up for me in a giant steel mill where he worked.

Now its true there was good money to be made there, but I wanted to do something different, something uncomplicated; you know, just do something simple. But at the same time I had to find a job that would meet my new sophomore status at the university, not just a freshmans job.

As it happened, I was looking through the want ads one Sunday when I saw a job description that looked pretty interesting: Outdoor recreational company looking for young, energetic people for summer employment in public relations work. Good salary and many company benefits.

Now that hit the spot. The job was outdoors, with good pay, and I like the way that classy public relations stuff sounded. In addition, it was only fourteen miles away from my familys house. This way, I could work and feel independent while still having my good old room at home. I decided that was the answer, that was the job I wanted.

So on Monday morning I got all spruced up and in my three-year-old Volkswagen I set out to conquer my employment objectiveto get that public relations job.

Driving out to the location given in the paper, I felt great. The weather was beautiful, and the foliage was in full bloom. It took me about forty minutes to get to my destination, and what a surprise! I was looking at a huge building that must have been a magnificent old hotel at one time. All around this building bustled carpenters, plumbers, painters, people with filing cabinets, people moving desksjust about everyone was trying to get this stately building into shape. It looked as if it had been abandoned for about twentyI labout t years, but at the rate everyone was working, this old hotel would see better days very soon.