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Hopkins, T
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Table of Contents

Introduction 1

Part I: A Close by Any Other Name Is Still a Close 7

Chapter 1: Falling in Love with Closing 9

Chapter 2: The Anatomy of a Close 19

Chapter 3: The Anatomy of a Closer 39

Part II: Tactics and Strategies of Champion Closers 57

Chapter 4: The No-Frills Close 59

Chapter 5: Questioning and Listening Strategies 69

Chapter 6: Closes That Overcome Fear 91

Chapter 7: Putting an End to Procrastination 119

Chapter 8: Closing the Tough Customer 143

Chapter 9: Remote Closing 157

Part III: Continuing to Build Your Business 173

Chapter 10: Keeping the Sale Closed 175

Chapter 11: Add-On Selling 185

Chapter 12: Bowing Out Gracefully (But Keeping Your Foot in the Door!) 197

Part IV: The Part of Tens 211

Chapter 13: Ten Reasons People Choose Your Product or Service 213

Chapter 14: Ten Reasons People Don’t Choose Your Product or Service 219

Chapter 15: Ten Ways to Put Your Clients at Ease 225

Chapter 16: The Ten Biggest Closing Mistakes 231

Chapter 17: Ten Ideas for Creative Closing 241

Chapter 18: Ten Ways to Master the Art of Closing 247

Index 253

About the Author

About the Author Tom Hopkins, chairman of the board of Tom Hopkins International, became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written many books on sales topics, including Hungry Minds' Selling For Dummies??. Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.

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