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| The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling | 
 enlarge | Author: Brian Tracy
Publisher: Thomas Nelson
Category: Book
List Price: $19.99
Buy New: $6.03
You Save: $13.96 (70%)
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Avg. Customer Rating:  (4 reviews)
Sales Rank: 168132
Languages: English (Original Language), English (Unknown), English (Published)
Media: Hardcover
Number Of Items: 1
Pages: 224
Shipping Weight (lbs): 0.8
Dimensions (in): 8.3 x 5.7 x 1
ISBN: 0785214291
Dewey Decimal Number: 658.85
EAN: 9780785214298
ASIN: 0785214291
Publication Date: May 22, 2007
Availability: Usually ships in 1-2 business days
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| Editorial Reviews:
Product Description
As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid salespeople in every business. When salespeople follow a practical, proven, step-by-step process, they can get more orders, faster and easier than ever before. In The Art of Closing the Sale readers will learn to build value by focusing on benefits and solutions lower perceived risk by emphasizing guarantees and assurances answer any objection bring a sales conversation to a natural and easy conclusion by using some of the best questions ever discovered
The more confident people become in closing the sale, the more people they will see and the more sales they will make-in any market.
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| Customer Reviews:
 The Secrets of closing are all here! March 8, 2008
If you are working in Retail or Direct Selling the techniques for framing and closing a sale are all here.This little book is literally worth thousands of dollars in sales commissions if only you would stop and apply some of the well proven ideas in this book.
The ideas are simple, well proven and easy to apply.I have trained literally thousands of sales people in the Retail Electrical Appliance Industry in Australia to sell extended warranties. I encourage them to use some of the techniques in Brian Tracy's book and have literally watched individuals sales figures skyrocket over night as a result.
If I was a business owner or sales manager working in sales I would give a copy of this book to every team member and then use it as a focus for team meetings and skills development.
Highly recommended
Just bought my copy today! June 3, 2007
9 out of 10 found this review helpful
I have been a fan of Brian Tracy since 1989 when I accidently came across his tape series, "The Psychology of Success" in my local library. I quickly became a "Brian Tracy Addict" and listened to his other programs offered at my library including "The Psychology of Achievement", "The Psychology of Selling", "21 Secrets of Self Made Millionaires" and more.
In 1993, I added his book "Maximum Achievement" to my library. Nobody compares to Brian Tracy for content or value.
Using Brian's techniques in "The Psychology of Selling" and his other programs, I was able to move up at sales position in 1993 from 67th place to 3rd place in only 1 month increasing my sales from $200 a day to $1500 a day and from $1500 per month in sales to over $20,000 in sales per month. While I was no superstar, I made rapid improvement in record time all thanks to the techniques I learned from Brian's tapes.
Need less to say, whenever a new book with Brian Tracy's name comes out, I usually buy it without question.
Brian's newest book, "The Art of CLosing The Sale" just arrived in our bookstores today and I unreservedly bought it and have already read through most of it. While some of what Brian has discussed in his previous books, "Advanced Selling Strategies" (1995), and "The Psychology of Selling" (2005) is repeated here, there is also much new information.
The Art of Closing Sales is chock full of proven, real world-tested closing strategies such as:
- The Invitational Close: A sinple, powerful way to close 90% of sales
by issuing an irrestible motivation to buy.
- The Sharp Angle Close: How to take any objection, turn it around, and
make it a reason for buying.
- The Ultimatum Close: How to force a hesitant or indecisive buyer to make
a decision, one way or another.
- The Directive Close: How to keep the initiative, assure the sale, and
wrap it up quickly and painlessly.
- The Sandwich Close: A proven way tor educe price sensitivity by
emphasizing benefits and results.
- The Lost Sale Close: When you've tried everything and nothing has worked
this technique discovers the real objection and overcomes it.
Abd there are more closes to like
-The Just Suppose Close
- The Change Places Close
- The Instant Reverse Close
- The Remaining Objection Close
And more.
Tracy also takes a close look at the psychology of the selling process and reveals the 9 Most Common Objections every successful salesperson must answer. He teaches the keys to boosting productivity by eliminating 11 Time Wasters in the sales process. Action exercises at the end of each chapter help you translate what you've learned into real-world results.
Everythong you need to take your sales to the next level is in this great new book by Tracy such as:
- Overcoming Price Resistance
- Uncovering Unstated Objections
- Building Buying Desire
- Recognizing Buying Signals
The Art of CLosing Sales provides the methods, techniques, and strategies to launch your sales career into the stratsphere.
In addition, Brian's other books, "Advanced Selling Strategies", "The Psychology of Selling" and "Be A Sales Superstar" along with his Nightingale-Conant tape programs "The Psychology of Selling" and "Advanced Selling Strategies" are also highly recommended.
Looking forward to this book by Tracy May 23, 2007
2 out of 5 found this review helpful
I am a big fan of Brian Tracy and have purchased many of his tape programs and books. His previous books on selling, Advanced Selling Strategies and The Psychology of Selling were b rillantly done, contained a lot of useful content and were easy reads.
When I heard about this new book by Tracy I rushed to my bookstore to buy it. Unfortunately I was told that there has been a delay and the book will not be released to bookstores untill June 4th.*
** This note added October 6th. I actually bought this book at my local bookstore after it's release on June 4th and absolutely love it. I used the "fish or bait" close and closed a huge sale. Thank you Brian.
I highly recommend this book along with Brian's other classics, Advanced Selling Strategies, Be A Sales Superstar and The Psychology of Selling.
To the person who said he saw this book on May 22, I believe he was confusing the release of Brians best seller "The Psychology of Selling" in paperback in which case his comments would make sense as it was the same book only in paperback format.
The Art of Closing The Sale was released after June 4th. GREAT BOOK for all serious sales people and those who want to join the Mega-Buck Sales Pro category!
My local Brian Tracy distributor indicated as well that the book is not available yet and the content will be different from Tracy's previous books. In fact, this book will be based on Tracy's best selling video programs specifically targeted on closing the sale with powerful closing techniques.
I am not sure why the reviewer indicated that he saw this book in his bookstore or why he feels the book is the same content as Tracy's earlier work. Perhaps he saw Tracy's earlier books and got confused.
As a very satisfied Brian Tracy fan, I can't wait untill June 4th and read this great book! No doubt another winner by Brian Tracy.
 Good (but extremely recycled) sales advice May 22, 2007
7 out of 9 found this review helpful
I grabbed a seat in my local bookstore today and spent about a half hour reading through this book. I own Tracy's "The Psychology Of Selling" (a pure classic, right up there with Zig Ziglar's "Secrets Of Closing The Sale") and "Advanced Selling Strategies" (a good add-on to the principles found in "Psychology Of Selling"). As a result, I give the two previous books "5 star ratings" and this one a 3, because Tracy really covers no new ground here. My strongest possible recommendation goes to "Psychology Of Selling." If you have to choose between that book and "Art Of Closing The Sale," go for the former. It's a much better book.
In "Art Of Closing The Sale" Tracy advocates the principle of "making 100 sales calls in the shortest amount of time possible." Doing so desensitizes you to the inevitable rejection you'll encounter as a sales person, and you WILL...eventually...close some sales. But once again, those familiar with Tracy's work will know immediately that this isn't the first time he's proposed this game plan...or the second, or the third.
But therein lies the problem with this book. All of the info you'll find in "Art Of Closing The Sale" is extremely valuable, wise, practical...please understand that the ONLY reason I'm being critical here is that there's NO new ground covered. The "Key To Making More Money Faster In The World Of Professional Selling" is simple: Get up every day, work as hard as you can, believe in yourself, feed your mind with positive thoughts and never give up.
I got that message from Tracy's previous books. This book has no new message.
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