Close that Sale!: A guide to top selling techniques, including 52 skill-honing exercises

: Meet the author: Only got a minute?: Introduction: Acknowledgements: Ch 1 Opening-phase selling skills: 1 Go through a set-up routine: 2 Project your professionalism: 3 Do the handshake one-two-three-four: 4 Introduce your company as a ‘perfect partner’: 5 Build STAR-quality rapport: 6 Qualify your customer: 7 Take control of your selling space: 8 Use an appropriate attention-grabber: 9 Set an agenda: 10 Size up your customer: Ch 2 Interviewing-phase selling skills: 11 Ask plenty of open-style questions: 12 Trigger your customer’s imagination: 13 Use closed questions with pinpoint precision: 14 Employ the SPOTS interviewing framework: 15 Mirror the customer’s ‘personal vocabulary’: 16 Signal your questions: 17 Listen actively: 18 Read your customer’s body language: 19 Provide information-affirmation: 20 Keep control of the interview: Ch 3 Matching-phase selling skills: 21 Apply the SELL formula: 22 Sell matching benefits: 23 Demonstrate your benefits: 24 Translate benefits into pounds and pence: 25 Substantiate your claims: 26 Master the art of storytelling: 27 Handle your product with pride: 28 Power-pack your benefits: 29 Know when and how to mention the competition: 30 Sell your secret weapon: Ch 4 Closing-phase selling skills: 31 Tune in to buying signals: 32 Trial close after a weak buying signal: 33 Full close after a strong buying signal: 34 ‘Manufacture’ a close: 35 Deploy the summary-of-benefits close: 36 Perfect the art of silence: 37 Help your customer to make up their mind: 38 Cultivate the right closing vocabulary: 39 Ensure the sale is properly CLOSED: 40 Time your exit: Ch 5 Objection-handling-phase selling skills: 41 Condition yourself positively to objections: 42 Pre-handle predictable objections: 43 Play CATCH with every objection raised: 44 Flush out the real objection: 45 Use arithmetic to handle price objections: 46 Seek out your customer’s advice: 47 Trade a minor price concession: 48 Use the ATTACK formula: 49 Resort to a tactic of last resort: 50 Bring your customer back down the mountain: Where to from here?: Selling skills self-assessment questionnaire: Postscript: a code of ethics for the professional salesperson: Index