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Secrets of closing sales / Charles B. Roth & Roy Alexander.

By: Contributor(s): Material type: TextTextPublication details: Englewood Cliffs, NJ : Prentice Hall, c1993.Edition: 6th edDescription: xxi, 376 p. ; 24 cmISBN:
  • 0137994125
Subject(s):
Contents:
If you can't close, you can't sell -- Viewing closing through the CEO's eyes -- Building your own powerful closing awareness -- How to close first in your own mind : that vital self-sell -- Capitalize on buyer weakness to nail the sale -- How prospects tell you when it's time to close -- Fine-tuning your closing climate -- Using empathy to close more sales -- Your master formula : seven closing keys -- Closing with the beyond any doubt key -- The little question key --The do something key -- Sign 'em up with the coming event -- The third-party endorsement -- Closing with something for nothing -- Ask and get to close and sign -- 29 special closings that rock holdouts and crack hardcases -- How to close when all seems lost --Closing on outrageous objections -- Champ closer as business actor -- Power words that close sales -- How to close for keeps -- Closing with consultation plus conservation -- Negotiating : the diplomatic close --Closing sales to groups.
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Holdings
Item type Current library Home library Collection Shelving location Call number Status Date due Barcode Item holds
Open Collection Open Collection FIRST CITY UNIVERSITY COLLEGE FIRST CITY UNIVERSITY COLLEGE Open Collection FCUC Library 658.85 ROT 1993 (Browse shelf(Opens below)) Available 00011167
Total holds: 0
Browsing FIRST CITY UNIVERSITY COLLEGE shelves, Shelving location: FCUC Library, Collection: Open Collection Close shelf browser (Hides shelf browser)
658.85 MIL 1988 Strategic selling : 658.85 MIL 1988 Face-to-face selling : 658.85 PRE 1993 The Prentice Hall miracle sales guide / 658.85 ROT 1993 Secrets of closing sales / 658.85 SCH 1991 The 25 sales habits of highly successful salespeople /​ 658.85 SEL 1999 Selling: A Consultative Approach 658.85 TAT 1996 Just sell it! :

Includes bibliographical references (p. 363-364) and index.

If you can't close, you can't sell -- Viewing closing through the CEO's eyes -- Building your own powerful closing awareness -- How to close first in your own mind : that vital self-sell -- Capitalize on buyer weakness to nail the sale -- How prospects tell you when it's time to close -- Fine-tuning your closing climate -- Using empathy to close more sales -- Your master formula : seven closing keys -- Closing with the beyond any doubt key -- The little question key --The do something key -- Sign 'em up with the coming event -- The third-party endorsement -- Closing with something for nothing -- Ask and get to close and sign -- 29 special closings that rock holdouts and crack hardcases -- How to close when all seems lost --Closing on outrageous objections -- Champ closer as business actor -- Power words that close sales -- How to close for keeps -- Closing with consultation plus conservation -- Negotiating : the diplomatic close --Closing sales to groups.

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