Chapter Four

  Closing the $ale! 

In chapter four we show you how to make the sale. Closing a sale is easier than you might think. It's a question of developing the right skills in the right order. You will learn to make a great first impression, size up the customer, make your best pitch for each particular customer, and overcome any objections he might have.


Section headings


  • Introduction

  • Before you get to the door

  • The first ten seconds
  •     Grooming
  •     Walk like a winner
  •     Smile!
  •     Eye contact
  •     Shake hands
  •     Tell them who you are
  •     One sixth of a minute

  • Icebreaker

  • The close
  •     Now get out

  • Dealing with objections
  •     General rules for handling objections
  •     Words
  •     I'll think about it
  •     Things to avoid

  • Other points
  •     He said, she said
  •     Body language
  •     Tip the deal in the customer's favor
  •     Listen to the customer
  •     Tailor the arguement to the customer

  • Complaints
  • Final Remarks
  • Some books on selling
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