Secrets of Closing Sales [antikvár]

How This Fifth Edition Will Aid Your Career For nearly 40 years, Charles B. Roth's famous Master Closing Formula has helped professional salespeople close sales. This book has become a classic because, without the close, there is no salel Every selling professional has invested hours in prospecting, appointment-setting, and customer research only to see it all go down the drain when the close goes awry. Learning new and better ways to close sales is a vital and continuing need for salesfolk. In this Fifth Edition, I've expanded—with respect and awe—Roth's tested formula. In four decades of Secrets, changes in products, economic conditions, industries, and social attitudes have been duly marked. Additions in this edition reflect the rise of consumerism, changed attitudes toward business, dramatic growth of service sectors of the economy. Among other developments, today's salesperson must be prepared for larger numbers of value-aware/cost-conscious buyers—brought about by the energy shortage and rampant inflation—as well as shifting scientific and technological developments and new legal requirements. This new edition is also attuned to important social changes—particularly the women's movement. Women have rightly become a growing and valuable force in selling. Economic conditions, new legal requirements, rapid pace of social and technological change have complicated buying decisions. They give your customer more reason for delay. They provide added reasons for a negative decision. As a result of these changes, the Roth classic is more useful today than ever. In this book, you'll discover how to use the