Closing Strong

The Super Sales Handbook

Second Edition

By

Meyers Barnes

 

Copyright © 1997

By

Meyers Barnes

All Rights Reserved

 

 

Published by

MBA Publications

P.O. Box 50

Kitty Hhawk, North Carolina 27949

 

 

Translated in to Grade II Braille

By

Mike Keithley

Mountain View, California

April 2001

 

 

Table of Contents

 

 

Title

 

Back Cover

 

contents

 

Preface

 

Introduction

 

1: Sales as a Profession

 

2: The Sale Before the Sale

 

3: Controlling Closing Fears

 

4: The Prerequisites of Closing

 

5: Qualify Buyers First

 

6: Go Ahead, Make My Day .. Object!

 

7: Your Prospect Remains a Prospect Until You Close

 

8: The First Step of Closing: Get in the Door

 

9: Closing Techniques: the Baker's Dozen

 

10: You are Not a Salesperson if You Give it Away

 

11: Advanced Closing Skills: Urgency and the Take Away

 

12: The Best of the Rest

 

13: Recap-Common Objections and Effective Responses

 

Biography and Recommended Resources

 

Index

 

 

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