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At this point I think it would be wise to make a complete inventory of your sales techniques and review them in the 90 HOW TO CLOSE A SALE light of the chapters you have read. When you bought this book it became your silent partner. By using its contents, you will be able to close more sales and make more money than you have ever made before. Your power to close a sale can be greatly increased by reviewing the chapters on "How to Attract a Prospect" and "How to Create a Sale." These chapters will aid you in developing positive thoughts and ideas to attract the prospect, in anticipating his needs and wants, and in making the right appeal. These two chapters not only show you how to attract the prospect, but give you sound and definite reasons why he should own your product. The chapter "Watch Your Words" will show you how to use the right words in presenting your proposition, in order to give the prospect full confidence and a complete under- standing of what you are attempting to do for him. Have you enthusiasm about your product? Can you gen- erate it in yourself and in the prospect? Review "Why the Prospect Buys." Do you lack pointers in meeting and overcoming objec- tions? Learn how to turn objections into sales by getting a first-hand knowledge from actual experiences. The chapter on objections teaches you how to anticipate certain objec- tions and overcome them with ease. This knowledge is viv- idly related in "How to Turn Objections into Sales." Are you making the full use of your imagination to im- prove your selling technique? Are your ideas getting shop- worn and ragged around the edges? New ideas about com- mon-place things often attract attention and arouse buying interest in the prospect. Read "How to Turn Your Imagina- tion into a Junior Salesman." Have you inspected your talents lately? How about your equipment, to display your thoughts and ideas? Your speech, voice, and manner are the best features you have. A good overhauling will improve them. It will help you to display your product and make it easy for the prospect to under- HOW TO CLOSE A SALE 91 stand you and have full confidence in what you say. Read "The Magic Power of Personality." Do you want to attract more prospects? Do you want to close more sales? Do you want to extend your sales services? Do you feel that you are getting paid for your efforts? Do you want to have more opportunities for closing sales? Read "How the Law of Averages Can Double Your Sales." Do you want to understand the feeling and the disposition of the prospect? Do you want him to realize that you are giving him the best there is in the shop? Do you want addi- tional sustaining power to complete the sale? Do you want to draw on the Universal Bank of Divine Power when it comes to closing a sale? If you do, I suggest that you read "The Power That Sells" many times. This chapter will really revitalize and re-energize you. Your presence and your feel- ing of good will will instantly penetrate the consciousness of the prospect and he will not only feel, but believe, every word you say. Have you faith and confidence in your ability to close a sale? Read "The Philosophy of Selling," which tells you that you can get honey from a weed. |
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