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Secrets of Closing the Sale
©1999

Regardless of how good a sales pitch is, the sale is not made until it is closed. In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—addresses the ins and outs of getting to "yes" while laying down the laws of making the sale: assume a closing mentality right from the start, be alert for prospect acceptance and closing cues, and ask for an order as soon as agreement is sensed, turning ordinary statements into closing questions. (24 minutes)



Playing preview clip:
Assuming a Closing Mentality
A good salesman assumes a closing mentality from the start and directs the prospect to consider choices and alternatives related to the purchase of the product or service.