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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  Download as multiple files: closing.zip

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