Book Description
THE ART OF CLOSING ANY DEAL takes readers into the trenches of the psychological war called selling-and who better than sales guru James W. Pickens to give them the hard-hitting ammunition for every type of customer out there. From the 'I'm just looking' to the 'Know-it-all' to the 'I don't care' and the 'yes-man', Pickens takes aim at them all. Readers will learn to control buyers since the author's simulated conversations will arm them with winning and positive comebacks for every negative customer reply. Closing secrets include: deadly closing tips to make people buy; unbeatable closer responses to the most common objectives; how to read the customer's emotions and use perfect timing to nail the lid on the final close; and more. Readers will ultimately learn how to conquer buyers, as Pickens' take-no-prisoners techniques show them how to move in for the final attack.
Customer Reviews:
The Art of Manipulation.......2007-04-07
This book is a cleverly repackaged version of "The Closers" written many years ago by Ben Gay III. While there is some powerful sales technique in this book the book centers itself around manipulating a prospect into the buying decision and encourages the use of hi-pressure. A salesman may gain some great insights into sales but must guard against losing some of their ethical balance in the process.
One of the very, very best sales books........2007-01-09
I'm a high ticket salesman and devour sales books looking for the nuggets of gold within them. Even the most shallow of sales books have one or two things in them that you can learn, adapt, and use. Then there are books that have whole veins of gold running through them. This is one of them.
For what it's worth, here's my take on the book: If you need any help on closing, then this book is a masterpiece.
The best book for selling.......2006-11-25
This is by far the best I've ever read. Gives details on how to sell and close customers. Detailed information includes customer excuses for not wanting to buy and response to those excuses.
the art of closing any deal, how to be a master closer.......2006-03-20
exactly what you need if you consider your self weak in closing like I did. I was selling timeshare and now I'm selling real estate and insurance and I learned a lot from the book and I recommend it to anyone who needs to harden up and sell!
The Art of Closing Any Deal.......2005-12-11
This the worst book I have ever read on the Profession of selling. One can picture this bust out in white shoes, a white belt, oily hair, and checks and plaid.
This is clearly a book to read on WHAT NOT TO DO. Very smarmy....
Would have given 0 star, but you don't offer that ranking.
Book Description
More people have used the Internet to participate in an online group than to read news or even to buy something. Online social networks have enjoyed phenomenal growth in recent years, and every major Internet portal now offers some kind of social networking or "blogging" tool to its users. But these tools are not just recreational - they are rapidly becoming essential tools for business. They are part of a "social software" toolkit that includes blogs, relationship capital management software, advanced contact managers, virtual communities, web conferencing, instant messaging, and much more. The Virtual Handshake gives you the tools to take advantage of these new technologies to become dramatically more successful in business. Filled with clear, real-life examples, The Virtual Handshake shows you how to: * sign new customers, meet new business partners, and find your dream job * create a powerful professional presence online * attract business in online networks * meet more relevant senior people * start and promote your own blog * master the email deluge * analyze and value your social network * use web conferencing and discussion forums to build strong relationships * manage your contact database * ensure privacy and safety online The Virtual Handshake is the first book ever written about how to become extraordinarily successful by using these new online tools. Buying the book gives you a free pass to an extremely thorough and continually-updated resource site, TheVirtualHandshake.com.
Customer Reviews:
Be yourself, act responsibly, and remember you are the same person both online and offline.......2007-03-18
The world is changing and so is business. The Internet, and various "Web 2.0" technologies, for lack of a better (or even good) name, are rapidly becoming an integral part of business and life.
The Virtual Handshake doesn't attempt to get you entirely up to date -- that's impossible, but up to speed -- that's far more valuable.
If you don't have any trusted colleagues you've never met in person or maybe not even talked to over the phone, you need this book. Even if you've spent a quarter of a century online like I have, you need this book. I learned a lot, and still refer to this book often. (If your secretary reads your email to you and you dictate answers, I suggest you retire or read this book ASAP.- You need help catching up).
After reading The Virtual Handshake, and I strongly suggest you do, you'll understand the basics, importance, and success guidelines of social software. You'll be up to speed in perhaps the most critical area of business change in our lifetime. The CURRENT wave of the Internet, and probably more important than the original commercialization and popularization of the Internet.
Hey, what's more interesting, the Big Bang Theory or How Life Came About?? This is the "How Life Came About" part and you'll learn about things like virtual communities and social networking, but far more importantly,- you'll know what to do. Actual steps you should take --- and plenty of case studies to help you understand their importance. Guidelines to harness the power of these new whateveryoucallthem.
Hint: be yourself, act responsibly, and remember you are the same person both online and offline and don't forget it!
There is a lot of valuable information in this book. Plan to read it, enjoy it, and then study it. And plan on concrete benefits.
No Value Added.......2006-12-15
It's a rehash of common sense. Do not waste your time reading this book.
A must for recruiters.......2006-08-25
This inspiring book is a must for all recruiters who understand the leverage power of online sourcing and networking.
Primer for virtual networking.......2006-08-19
As its subtitle suggests, The Virtual Handshake is all about interfacing with business and social contacts through the worldwide web. In my field (recruiting), the lines between business and social contacts blur since everyone I encounter might need either a new job or project, might know someone who does, or might be in a position to hire. Networking is not just about pressing flesh and passing business cards at a luncheon these days. There is a rapidly growing area of opportunity to meet people and make deals on the internet. However, please note that The Virtual Handshake does not merely expound the virtues of the internet or report results of deals closed and marriages made, the authors also make the technologies easy to understand and provide practical advice on how to use what's out there. Published in 2005, the book provides current information on various virtual options and their uses. The authors cover topic such as social software and services online; virtual clubs and associations; tips on managing the deluge of email; basics on blogging; effective use of email blasts without being perceived as a spammer; netiquette; privacy protection; and, of course, real-life examples of the use of the virtual medium. Easy to read and very useful, The Virtual Handshake is a primer for those of us who haven't been hip to the virtual world that's out there. It made me wonder if I've been living under a rock! The good news is it's not too late to learn, and this book will definitely help. I was so inspired by this book that I boldly went out there into the virtual world and set up my own blogsite!
Virtual Handshake-.......2006-07-04
This book delivers everything it promises. It is interesting from beginning to end and is obviously written by someone who is inspiring, articulate and experienced. It gives really good advice abot how to handle and manage one's growing familiarity with Internet capabilities and offers several good references for aspiring networkers. It even explains how to write a good resume.
Book Description
Are you in the market for a new or bigger business? Do you have the resources and skills necessary to acquire and operate a middle-market business-with between 2 million and 50 million in sales?
Russell Robb's Buying Your Own Business is an essential reference for anyone who wants to buy, or is in the process of buying, a new business. Robb shows you how to identify business opportunities, plan your acquisition strategy, place a value on a target business, negotiate a fair arrangement, and close the deal. He also covers assembling an acquisition team, raising the necessary cash, analyzing the target business's financial condition, due diligence, letters of intent, legal and tax concerns, contracts, and more.
With over ten years of experience in handling the purchase and sale of businesses, Russell Robb is an expert on successful acquisitions. His Buying Your Own Business gives you the advice and information you need to start turning business opportunities into realities.
Customer Reviews:
Book review.......2006-03-03
It is worth the money to get this one and read before you start the buying process. However, it does not cover much great details on small business less than $4M.
Good, but outdated.......2005-01-30
As a would be buyer i bought this book. Good, but unfortunately in desparate need of an update. Much has moved on including the internet as a medium for business sales, the size of businesses adopting his strategy, & the role of business brokers acting on the "buy side".
There arent many more recent books however, & this book is a very useful introduction if you are in the market for a larger sized business.
Not an end-all reference book.......2005-01-27
I bought 2 books on this subject and may have returned the other book had I read this one first. It does not inspire much confidence for the first time, small-fry businesss buyer. The biggest disappointment is that the book claims to cater to businesses between 2 and 50 million dollars in annual sales. In reality, most examples (of the few provided) are at the top end of that scale which is out of my range. The book also spends an inordinate amount of time discussing the benefits of using business intermediaries. Why? I'll give you one guess what the author does for a living when he is not writing books. The best thing that I took from the book were the questions to ask and the financials to analyze during negotiations that I would not have thought of on my own. This information is quite helpful but it is spread across 300 pages of text and there is no summary list of these key points at the end as there are in other texts. If you buy this book it should be with the understanding that it will not be the only book you will need.
Superficial.......2001-12-08
I found the contents of this book to be very generic and almost superficial. The comments were at times so generic, they were meaningless. If you are a 7th grader "dreaming" of buying a business some day, maybe this book is good enough. If you are serious about buying a business, and want concrete advice, examples and guidance, than look elsewhere. I found BUYOUT, by Rick Rikertsen much more informative; while it dealt with somewhat larger business transactions than most would be involved in, the advice and examples apply to buying any size business. Spend the little extra and get BUYOUT.
A Great Intro!.......1999-08-29
I work as a business intermediary assisting clients in both selling and buying their business. I always recommend that first-time business buyers purchase and read this book.
Download Description
"
In this hip and utterly indispensable guide, two happily married husbands and regular guys reveal the secrets to getting a man down on bended knee -- his most uncomfortable position.
Over the years, Richard Kirshenbaum and Daniel Rosenberg have dispensed loads of successful relationship advice to friends, colleagues, and relatives, who then pushed the ex-bachelors to share their lessons with the masses of future brides who need help taking their existing relationships to the next level. These guys have been there and know what it takes to get even the biggest commitment phobes to take the plunge.
Closing the Deal will help you make a realistic assessment of your relationship and offers a fresh perspective on how your man's mind works. You'll find a new way to drive your relationship toward marriage without resorting to game playing.
The authors promote the importance of truth telling, self-positioning, and the artful use of marketing tactics to reel in your man. You don't have to be the prettiest, thinnest, or richest woman to close the deal -- there is an art to it!
Closing the Deal is not about outsmarting your man to the altar -- it's about learning to understand him. Richard and Daniel explain that no matter how much a guy may love his significant other, Change is the Enemy, so wannabe brides everywhere must convince their boyfriends that marriage is man's best friend.
Closing the Deal will show you how to do just that.
To help future brides build their matrimonial muscles and monitor their progress, Richard and Daniel include quizzes and real-life scenarios and throw in a glossary for extra clarification.
Honest and supportive, funny and straightforward, these ideal big brothers offer a sure cure for the wedding-bell blues.
"
Customer Reviews:
Great Entertainment with a splash of advice.......2007-08-31
Even if you are not at the point of matrimonial chat with your significant other, this book is a must read. It reminds you that if your not getting what you want out of a relationship i.e. marriage; then leave if he chases you down and gets down on one knee that you got em', if not, then just remember that you are an amazing person and that he was not the want meant for you...
No miracle cure.......2006-12-21
This book isn't the miracle cure for all women who are trying to go from Miss to Mrs.,(what book would be?) but it does have a generous amount of useful information when trying to understand the mind of the unmarried male and taken male. I really loved the "marriage marketing" section. There was a bit of truth in that and was the most memorable part of the book for me.
Fun, True, and Extremely Entertaining.......2006-11-02
This book is so well written; funny, witty, and on the mark. I believe that if a woman listens to these authors, she WILL close the deal if it's meant to be. I think Closing the Deal is wonderful for those women who hang on--even when they know in their hearts that he's not necesarily The One. It's also perfect for the woman who's had enough "wait" time and is ready to grow a set. Loved this book.
Amusing and helpful.......2006-04-02
I agree with reviewer Jeff that "Every single girl should read it. Even if she's not yet searching for Mr. Right." I myself am not hooked on the idea of marriage, though most women my age seem to be obsessed with finding the one and, not just finding him, but getting him to commit. Me, well, I read books like this in the hopes of gaining some understanding of men. (And so I also suggest "Self Made Man" by Norah Vincent and "What Men Don't Want Women to Know" by Smith and Doe.)
Aside from its helpful advice, the biggest plus about this book is how enjoyable it is to read. Funny multiple choice "quizzes" and amusing relationship anecdotes engage the reader, thus prodding us further.
My only beef is that women are urged to constantly be on the compromise and ego-soothing agenda. For this reason, I would love to read a book on the same subject, by the same authors, geared toward men. I want to know if they are able to be fair and balanced, or if they feel that it is simply a woman's job to constantly avoid and smooth out snags.
A very humerous book on how to land a man.......2005-08-15
Although this book had a lot of good information and advice parts of the book were a little difficult to read and follow. It uses a lot of words and terms that I have never heard of. Fortunately they give you a glossery in the back of the book to explain what they are talking about which takes up more of your time to get through the book. However it is very funny and worth reading. A better book that I read on the same subject was called "why men marry some women and not others". That book was very easy to read and got right to the point.
Book Description
The guide provides a practical, step-by-step approach to acquiring control of a U.S. insurer. The guide includes the following topics: 1) How To Close M&A Insurance Deals; 2) Practical Advice When Closing M&A Insurance Deals; 3) Penalties For Violating States' Insurance Holding Company Laws
Book Description
A step-by-step guide for the average guy whose shyness holds him back from scoring with the opposite sex. By following the easy to read instructions, the sexiest, most beautiful women on earth can become yours!
Book Description
Expert negotiators share their secrets on how to maximize sales and commission by combining a traditional sales strategy with today's technology.
Customer Reviews:
a great introduction to real estate sales!.......2001-07-03
I just earned my real estate sales agent certification in New York state, and I found this book to be EXTREMELY helpful! The agents and brokers in my office are always too busy to show me the ropes, so I decided to teach myself. This was the best resource for me on all aspects of real estate sales, and it was very easy to read and understand. Many of the scenarios discessed here haven't come up for me yet, but I know that when I try to close a tough deal, I'll turn back to this book again and again.
Book Description
You Can Buy A Home!
Buying a home-especially your first-can seem more than a little overwhelming. But it doesn't have to be this way! Finding and buying a home you'll love can be easy. Whether you are shopping for a single family house in the suburbs, or looking at condominiums in a major city, The Everything Homebuying Book walks prospective buyers completely through the process, from open house to closing the deal.
If you have the desire to enter the real estate market, you will find something that fits your needs: a great space that is within your budget. But if you never thought you could afford to buy a home, think again. There are literally dozens of options available, and real estate expert Ruth Rejnis has uncovered all of them.
Customer Reviews:
Good for a brief overview.......2001-11-16
If you're still unsure about whether you *want* to buy a house, then this is the book to help you make up your mind. It covers the basics of mortgages, to finding a house, to deciding between types of houses, i.e. condos/new/resale/fixer-upper/etc. It's a quick and easy read, nicely defined words, pictures, but for if you decide to buy a house/condo, or have already decided, then you definitely need something else.
Great Resource.......2001-02-06
This book is an excellent resource, especially for first-time home buyers. If you don't know much about real estate, this is a simple and easy tool to learn about it.
great book!!!.......2000-07-07
This book has really made a lot of decisions easier. It goes into details we didn't even think of. Highly recommended!!!
Product Description
Jim Pickens has written a terrific sales book!" --Sam Walton, Founder and President of Wal-Mart More Art of Closing Any Deal offers clever, gutsy and even slightly devious techniques that will bring you success at the closing table. You learn: The right and wrong times for managers to step in and help closer with customers Dozens of sure-fire techniques, deadly traps and imaginative ruses that sales closers and managers can coordinate Twenty critical tips for dynamic sales meetings and campaigns What all sales closers must know about managers and vice versa A success in Spain, Germany, Japan, England, Canada and even the U.S.S.R. --- Publishers Weekly
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- The Book of Stratagems: Tactics for Triumph and Survival
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- The Elegant Solution: Toyota's Formula for Mastering Innovation
- The Fair Tax Book: Saying Goodbye to the Income Tax and the IRS
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- The Fair Tax Book: Saying Goodbye to the Income Tax and the IRS
- The First-Time Homeowner's Handbook: A Complete Guide and Workbook for the First-Time Home Buyer (Book & CD-ROM)
Books Index
Books Home
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General
| Business & Investing
| Subjects
| Books
The Closers-Part 1
The Closers - Part 2
Zig Ziglar's Secrets of Closing the Sale
The Art and Science of Resort Sales
Vacation Ownership Sales Training: The One-On-One Successful Training Guide for the First Year of Timeshare Sales
