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    Closing The Sale: The Dynamic Manager’s Handbook On How To Make Sales Happen
    Closing The Sale: The Dynamic Manager’s Handbook On How To Make Sales Happen
    Closing The Sale: The Dynamic Manager’s Handbook On How To Make Sales Happen
    Ebook39 pages24 minutes

    Closing The Sale: The Dynamic Manager’s Handbook On How To Make Sales Happen

    By Dave Donelson

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    About this ebook

    Approach closing opportunities with the idea that every sales call should give the customer yet another reason to do business with you—again. It’s a pro-active, pro-customer way to look at your job. When it comes time to ask for the order, it’s easy!

    “Fear Of Closing” takes the mystery out of the process and puts closing the sale into the context of improving your customer relationships.

    “Buying Signals” explains how to recognize buyer behavior that says they’re ready to make a commitment. That’s the time to ask for the order.

    “Closing Techniques” explores some of the standard approaches to making the sale happen—as well as some you might not expect.

    LanguageEnglish
    PublisherDave Donelson
    Release dateMay 10, 2011
    ISBN9781458159212
    Closing The Sale: The Dynamic Manager’s Handbook On How To Make Sales Happen
    Author

    Dave Donelson

    Dave Donelson’s world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

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      Book preview

      Closing The Sale - Dave Donelson

      Closing The Sale

      The Dynamic Manager’s Handbook On

      How To Make Sales Happen

      by Dave Donelson

      Donelson SDA, Inc.

      Copyright 2011 Dave Donelson

      ISBN: 9781458159212

      Smashwords Edition

      A note from the author

      The Dynamic Manager Handbooks are for entrepreneurs, managers, and others who want to succeed in small business by learning more about management techniques, operations, and best practices. Each volume in the collection is devoted to a single topic. The material was extracted from the Dynamic Manager Guides, my series of books based on my experiences as a business journalist, consultant, and entrepreneur.

      Table Of Contents

      Chapter 1 - Fear Of Closing

      Chapter 2 - Buying Signals

      Chapter 3 - Closing Techniques

      About Dave Donelson

      Chapter 1

      Fear Of Closing

      Closing is more of a process than an event.

      Fear of flying. Fear of snakes. Fear of heights. They are all based on your conviction that a bad thing is going to happen to you if you get on that airplane, touch that snake, or climb that ladder. Fear of closing the sale stems from the same conviction that something bad is going to happen to you if you ask for the order: the prospect is going to say no. My intuition tells me that more salespeople suffer from fear of closing than all other phobias combined.

      Yet it shouldn’t be that way. Closing the sale is the most misunderstood of all the various selling skills. It’s probably also the most over-rated. Regardless, there’s no question that closing causes the most sales-related antacid consumption.

      There is no mystery behind closing. It’s not a hard skill to learn or to practice. If you are concerned about it, just keep in mind that the goal of every sales call is to leave a

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