Closing The Sale
The Dynamic Manager’s Handbook On
How To Make Sales Happen
by Dave Donelson
Donelson SDA, Inc.
Copyright 2011 Dave Donelson
ISBN: 9781458159212
Smashwords Edition
A note from the author
The Dynamic Manager Handbooks are for entrepreneurs, managers, and others who want to succeed in small business by learning more about management techniques, operations, and best practices. Each volume in the collection is devoted to a single topic. The material was extracted from the Dynamic Manager Guides, my series of books based on my experiences as a business journalist, consultant, and entrepreneur.
Table Of Contents
Chapter 3 - Closing Techniques
“Closing is more of a process than an event.”
Fear of flying. Fear of snakes. Fear of heights. They are all based on your conviction that a bad thing is going to happen to you if you get on that airplane, touch that snake, or climb that ladder. Fear of closing the sale stems from the same conviction that something bad is going to happen to you if you ask for the order: the prospect is going to say “no.” My intuition tells me that more salespeople suffer from fear of closing than all other phobias combined.