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Tables of Contents for Closing Strong
Chapter/Section Title
Page #
Page Count
Preface
vii
Introduction
1
4
1 Sales as a Profession
5
8
2 The Sale Before the Sale
13
6
3 Controlling Closing Fears
19
10
4 The Prerequisites of Closing
29
14
5 Qualify Buyers First
43
18
6 Go Ahead, Make My Day...Object!
61
16
7 Your Prospect Remains a Prospect Until You Close
77
6
8 The First Step of Closing: Get in the Door
83
6
9 Closing Techniques: the Baker's Dozen
89
36
10 You are Not a Salesperson if You Give it Away
125
12
11 Advanced Closing Skills: Urgency and the Take Away
137
6
12 The Best of the Rest
143
20
13 Recap--Common Objections and Effective Responses
163
8
Bibliography and Recommended Resources
171
4
Index
175