Sales professionals today know that successful selling is part of an overall process and not just hard-sell presentation and closing techniques. You must learn the art of uncovering your prospect's hidden motivations and then you must learn to ask for the business. However, closing the sale is difficult for most sales representatives or service industry professionals. Some studies estimate that in more than 60% of sales meetings, there is no attempt by the seller to close the sale.
    In the past, sales training has focused on filling the heads of participants with as many closing "tactics" as posible. BUILDING AND CLOSING THE SALE teaches you that closing is an integral part of an orchestrated selling process. You will not be given a dozen closing speeches to memorize, or a long list of "power words" to use on your prospects--today's customers are too sophisticated for that. With the examples, instructions, and exercises in this book you will learn how to build rapport and trust with your prospect, ask open-ended, attention-getting, and probing questions, handle objections, and set the stage for an easy, natural, and effective closing transaction every time.

Part 1: Building Rapport
Part 2: An Ethical Approach to Closing Success
Part 3: Ask In-Depth, Probing Questions
Part 4: Demonstrations That Close
Part 5: Closing Is a Process