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

by Roth, Charles B.

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Englewood Cliffs, NJ : Prentice Hall, c1993.

xxi, 376 p. ; 24 cm.

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 -- The master closer in top form.

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