| THE ART OF CLOSING ANY DEAL: Overview of Sales Closers Types of Salesmen Types of Closers Techniques Used by Closers Characteristics of Closers Selling Tips for Closers Why They Are Closers CLOSERS' ATTITUDES: How a Closer Thinks Do's and Don'ts for Closers The Closer's Tidbit Checklist Closer Pressure The Closer's Personal Pressure Closer's Goals THE CUSTOMER: The Opponent Categories and Types of Customers THE CUSTOMERS' ATTITUDES: Both Serious and Foolish Customers' Personal and Secret Thoughts About Themselves and Closers How Customers Scheme Against the Closer "Hot Tips" to Remember About CustOmers PSYCHOLOGICAL MANIPULATION: Mind Game Warfare Closing By Psychological Manipulation: The Basic Foundation for All Sales Closings How the Closer Manipulates the Customer to Think as He Wants Customers' Different Listening Levels Why a Customer Won't Buy The Master Closer and His Rules The Weapon Called Reverse Psychology Customers and Money 35 Tactics for Psychological Manipulation: The Master Closer's Mind Game List CLOSER VS. CUSTOMER: The First Meeting The Master Closer's Strategy The Attack Plan Game Plan Notes and Ideas The Closer's Initial Approach to the Customer Twenty Tips and Tactics That Work THE SALES PRESENTATION: Explaining, Showing and Demonstrating the Product The Pre-Demonstration Pitch Five Steps to Programming the Customer Pre-Demonstration Pitch Notes Show-and-Tell Time Pressures, Tricks and Traps CLOSING THE CUSTOMER The Word "Close" THE WORD "CLOSE" ILLUSTRATED …… CLOSING THE CUSTOMER:Advanced Techniques THE TWENTY-FOUR GREATEST"CLOSES"ON EARTH FIFTEEN CUSTOMER OBJECTIONS AND FORTY-FIVE CLOSER RESPONSES THE ART OF CLOSING ANY DEAL Conclusion |
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