Publisher's Synopsis
Many people fear the close or they think that it is trickery and is not needed. They make their presentation and wait for the order to come automatically when they are done. Yes occasionally this might happen but the statistics show that the average sale comes on the forth or fifth closing attempt. Sales people might know two closes and wait for the customer to buy and then wonder why they walk away empty handed. In this book we provide over 22 ways to ask for the order. We explain the process and right way to ask for the order and why following this method is critical for success. We show you what to do immediately after you ask a closing question and why many sales people fail right at this point. Closing is a process not a single event and starts the minute you open your mouth. We explain the process and even show you when and how to regroup and walk away so that you can come back and try again. The author Wayne is a member of the Canadian Institute of Marketing which is a worldwide organization. Through this organization Wayne coaches internationally trained Sales and marketing professionals. Throughout his sales and marketing career which spans over 35 years, Wayne has embraced all forms sales and marketing techniques and strategies. He now provides coaching through his own company WES Marketing as well - to individuals, business owners and managers who need professional training and assistance. In this book we explain the reasoning behind the closes and why, when, how and where they are used.
