The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling

by Brian Tracy

Book Overview

Do you want to learn the keys to sales success? Confidence and self-esteem are just a few factors that separates successful salespeople from unsuccessful ones. Let Brian Tracy help you master the art of closing the deal.

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...

• Format: Hardcover
• Language: English
• ISBN: 0785214291
• ISBN13: 9780785214298
• Release Date: May 2007
• Publisher: HarperCollins Leadership
• Length: 224 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.9" x 5.8" x 8.5"

Customer Reviews

Great handbook on closing the sale - much new advice here. Thank you Brian!

Brain Tracy has done it again....produced yet another high quality/high content text, this time on The Art of Closing Sales. Like some of the other reviewers, I too waited anxiously untill June 2007 for the release of this excellent book. And while I already had a copy of Brian's previous best seller, The Psychology of Selling in hardback, I picked up a second copy for the office in the new paperback version which came out on May 22, 2007. In The Art of Closing the Sale, Brian Tracy shows us in over 30 pages how to create a dynamic sales personality. This chapter alone is worth the price of the book. Then there is over 60 pages of new information on handling objections and closing the sale. You won't find this in Brian's previous books, Advanced Selling Strategies or The Psyychology of Selling. These techniques will turn you into a master closer. Finally, Brian tells us how to double our productivity and double our income. Who doesn't want to do that? I spent an entire weekend memorizing the closes and it made a marked difference to my bottom line the very next week. Here is an overview of this newest sales book by Tracy: This is Brian Tracy's latest book on sales. And it's a winner. If you have Brian's tapes series, some will be repeated. However, if you really buy into what Brian teaches, you will appreciate the value of having Brian's closing techniques on hard copy, in a small book that you can carry around with you anytime, anywhere. One of the best chapters was on how to build a powerful sales personality. How many other authors even discuss this? Then Brian goes on to cover his many closing techniques. The Art of Closing Sales is chock full of proven, real world-tested closing strategies such as: - The Invitational Close: A simple, 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. And 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. Everything you need to take your sales

Use this to close more sales than you ever thought possible

This is Brian Tracy's latest book on sales. And it's a winner. If you have Brian's tapes, much will be repeated. However, if you really buy into what Brian teaches, you will appreciate the value of having Brian's closing techniques on hard copy, in a small book that you can carry around with you anytime, anywhere. One of the best chapters was on how to build a powerful sales personality. How many other authors even discuss this? Then Brian goes on to cover his many closing techniques. The Art of Closing Sales is chock full of proven, real world-tested closing strategies such as: - The Invitational Close: A simple, 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. And 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. Everything 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", his video "How To Sell Well" along with his Nightingale-Conant tape programs "The Psychology of Selling" and "Advanced Selling Strategies" are also highly recommended.

The Secrets of closing are all here!

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!

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

Great book by Brian Tracy

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 have been following the advice in Closing The Sale for nearly 3 years now since June 2007. The closes work consistently and there is new advice here. 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 Brian's 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. Or he is just a Brian Tracy basher. The Art of Closing The Sale was released after June 4th. 2007 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 was not available yet and the content would 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. It is different from Brian's earlier books. 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 or why he would write a review on a book that he obviously never read. 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