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Sales trainer Tom Hopkins shows how to handle the most crucial part of any sales negotiation - the close - successfully. From questioning strategies and understanding the anatomy of a close to managing surprise endings and bowing out gracefully, readers will learn how to keep their composure, avoid making costly mistakes, and increase sales significantly. Like its companion title, "Sales Prospecting for Dummies", this portable guide is filled with scripts and samples designed to assist any salesperson.

The secret to finding out anything you want to know is amazingly simple: Ask good questions. Most people trip through life asking bad questions of teachers, friends, colleagues, customers, experts and suspects. Even people trained in questioning, such as journalists and lawyers, commonly ask questions that get partial or misleading answers. People in any profession will immediately benefit by developing the skill and art of good questioning. This book will give you the power to identify and practise good questioning techniques, recognise types of questions to avoid, and know the questions required when hearing unconfirmed reports or gossip. Leon Festinger's theory of cognitive dissonance has been widely recognized for its important and influential concepts in areas of motivation and social psychology. The theory of dissonance is here applied to the problem of why partial reward, delay of reward , and effort expenditure during training result in increased resistance to extinction. The author contends that a state of impasse exists within learning theory largely because some of its major assumptions stand in apparent opposition to cetain well-established experimental results. The book puts forward a new theory that seems to reconcile these data and assumptions. This new theory can account for data with which other theories Sales Closing For Dummies free ebook have difficulty: it integrates empirical phenomena that have been regarded as unrelated, and it is supported by the results of experiments designed specifically to test its implications. These experiments are fully described in the text.

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Author: Tom Hopkins
Number of Pages: 288 pages
Published Date: 21 Apr 1998
Publisher: John Wiley & Sons Inc
Publication Country: Foster City, United States
Language: English
ISBN: 9780764550638
Download Link: Click Here
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