生意中成交的艺术Art of Closing Any Deal, The (Revised) pdf pdb 阿里云 极速 mobi caj kindle 下载

THE ART OF CLOSING ANY DEAL takes readers into the trenches of the psychological war called selling-and who better than sales guru James W. Pickens to give them the hard-hitting ammunition for every type of customer out there. From the 'I'm just looking' to the 'Know-it-all' to the 'I don't care' and the 'yes-man', Pickens takes aim at them all. Readers will learn to control buyers since the author's simulated conversations will arm them with winning and positive comebacks for every negative customer reply. Closing secrets include: deadly closing tips to make people buy; unbeatable closer responses to the most common objectives; how to read the customer's emotions and use perfect timing to nail the lid on the final close; and more. Readers will ultimately learn how to conquer buyers, as Pickens' take-no-prisoners techniques show them how to move in for the final attack.

作者简介：

James W. Pickens lives in Scottsdale, Arizona.

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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书籍介绍

THE ART OF CLOSING ANY DEAL gives readers the inside knowledge to overcome any barrier--and successfully make the close every time! THE ART OF CLOSING ANY DEAL takes readers into the trenches of the psychological war called selling--and who better than sales guru James W. Pickens to give them the hard-hitting ammunition for every type of customer out there. From the "I'm just looking" to the "Know-it-all" to the "I don't care" and the "yes-man", Pickens takes aim at them all. Readers will learn to control buyers since the author's simulated conversations will arm them with winning and positive comebacks for every negative customer reply. Closing secrets include: deadly closing tips to make people buy; unbeatable closer responses to the most common objectives; how to read the customer's emotions and use perfect timing to nail the lid on the final close; and more. Readers will ultimately learn how to conquer buyers, as Pickens' take-no-prisoners techniques show them how to move in for the final attack.