生意中成交的艺术Art of Closing Any Deal, The (Revised)
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作者： James W.Pickens 著
出 版 社： 艺洲
出版时间： 2003-4-1字数：版次： 1页数： 313印刷时间： 2007/12/01开本：印次： 1纸张： 胶版纸I S B N ： 9780446677851包装： 平装内容简介
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.
目录
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
