Booher on Closing

In Booher on Closing you will be quickly transformed into a master closer. Closing is where the rubber meets the road---and Dianna helps you hit the road running with these invaluable “golden nuggets” on how to get the deal done. Ever been caught in an endless, "Let me think it over" game with a prospect? Find out exactly what to say, when to say it and how to say it to dramatically improve your chance of winning. Dianna is an internationally recognized communication and sales expert and author of 41 books, videos, and audios.

Listen to or read all the key ideas and insights from this title.

(*Visitors have access to the first three nuggets; subscribers have access to all nuggets)

Nugget ID	Nugget Name	Listen	Read
TBD	Distinguish Between Concerns, Conditions, and Excuses
TBD	Don't Respond Too Quickly to Concerns
TBD	Ask for Elaboration on a Concern Before Responding
TBD	Don't OVER ANSWER in Response to a Concern*
TBD	Avoid Asking, 'Does This Answer Your Concern?*
TBD	Ask, 'Can You Elaborate?*
TBD	Reverse Buyer Concerns*
TBD	Repeat Negative Words*
TBD	Never Contradict and Become Confrontational*
TBD	Convince Yourself Your Pricing Is Appropriate*
TBD	'Your Price Is Too High' Can Mean Many Things"*
TBD	Stress Value*
TBD	Focus on Total Cost of Ownership*
TBD	Offer a Variety of Financing Options"*
TBD	Questions of Value and Price Comparison*
TBD	Reinvent Your Price Comparisons*
TBD	Hang a Price Tag on Each Benefit*
TBD	State the Pro Rated Cost*
TBD	Show Industry Data about Pricing/Value*
TBD	Stir the Hot Sauce, Not the Whole Enchilada*
TBD	Add a Premium Instead of Offering a Discount*
TBD	Spill Secrets, Then Ask the Buyer's Priority*
TBD	Redefine the Scope of the Project, Service, or Product*
TBD	Stand Firm and Assure Buyers They're Getting Your Best Price*
TBD	Never Accept Competitor Pricing At Face Value*
TBD	Never Emphasize Your Own Overhead or Cots*
TBD	Early Questions about Price*
TBD	State that You Need to Collect Information First*
TBD	What Price Range Is on the Buyer's Mind*
TBD	Offer a Range of Pricing Options*
TBD	Increase the Value of Your Solution*
TBD	Ask Buyers to Think Short Term*
TBD	Ask Buyers to Think Long Term*
TBD	Be Empathetic*
TBD	Reassure Buyers That Things Have Changed*
TBD	Mention Current Trusting Customers*
TBD	Be the 'Look Before You Leap' Supplier*
TBD	Offer Evidence and Proof*
TBD	Offer a Guarantee-Clever or Straightforward*
TBD	If You're Not Selling on Commission, Say So*
TBD	Specific Timetables Create Urgency*
TBD	Offer to Have Another Colleague Handle the Sale*
TBD	Acknowledge Weakness and Counterbalance with a Benefit*
TBD	Determine the Degree of Dismay*
TBD	Reposition Your Weakness as a Strength*
TBD	Position Yourself in the Role of Advisor*
TBD	Position Yourself as Second Contender for the Future*
TBD	Ask What They Like about the Other Supplier*
TBD	Question the Criteria or Selection Process*
TBD	Give Us a Try' Appeal*
TBD	Offer to Handle the Dirty Work*
TBD	A Buying Decision Will Ease Workload*
TBD	Suggest That the Buyer Delegate*
TBD	Ask about a Better Schedule*
TBD	Make Sure You're Responding to the Real Concern*
TBD	I Want to Think It Over*
TBD	I Want to Look *
TBD	Clarify by Reading Their Mind*
TBD	No New Information During Closing*
TBD	Write a Contract 'Subject to Final Approval*
TBD	Recognize Positive Buying Signals*
TBD	Be Alert to Signs of Trouble*
TBD	Motivate Rather Than Manipulate*
TBD	Assume the Close*
TBD	Provide Alternatives to Close*
TBD	Take Buyers for a 'Test Drive' to Close*
TBD	Bridge from the Buyer's Question to Close*
TBD	Ben Franklin Checklist to Close*
TBD	Summarize and Be Silent to Close*
TBD	Ask for a Reaction to Close*
TBD	Read Early Signs of Problems*
TBD	Respond to the Same Issue's Being Raised Again*
TBD	Respond to Postponements without Reasons*
TBD	Respond to Unwillingness to Meet*
TBD	Respond to Withholding Information*
TBD	Respond to Unreturned Calls/E-mails*
TBD	Respond to Discovering Competitive Literature*
TBD	Respond to a Change in Structure or Decision Maker*
TBD	Thank the Buyer for Considering Your Offer*
TBD	Why Did I Lose the Sale?*
TBD	Leave the Door Open*
TBD	Ask for Referrals While They're Obligated*
TBD	Move on to Other Opportunities*

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