Stop Selling and Start Closing: Master Psychological Sales Motivators to Know and Not Hope for the Close (Paperback) (ISBN-13: 9781068872815)

Learn how to stop Selling, start Closing, and earn more by turning customers into clients as you guide them to a valuable exchange of their hard-earned money to satisfy their wants and desires.

This is your practical guide to sales and negotiation. Here you will learn about the psychological motivators and inhibitors of a customer. You will learn how to use these motivations to help guide a customer to realize their true desires. You will learn powerful tried and true techniques, so that you can confidently lead the customer to Closing on their wants and desires.

• How to guide the customer to their true wants and desires.
• How to use powerful Closing techniques.
• How to use a customer's motivators to defeat their inhibitions.
• How to discover what the customer can and will afford.
• What to say and what not to say.
• How to say it and how not to say it.
• What words you should use, and what words you should not use.
• How to approach and say hello to a customer, and how not to approach and say hello to a customer.
• How to master yourself by learning to control your own emotions and responses.
• What the customer is thinking and not telling you.
• How to deal with the Expert.
• How to handle complaints.
• How to gain trust and build rapport.
• How to ask for the Close.