ISBN: 1-887570-30-6

32 pages softbound
5½" x 8½"

$12.95

See below for
Special Introductory Prices

10 Best Tips for Closing the SALE

Sell more now.

At 32 pages, this handbook is a quick and powerful reference for closing sales. Read it in no time and get an instant payback when you close your next sale.

The tips and examples are simple and to the point. They are effective in producing sales results.

These are the tips Jim Ball used when he raised millions of dollars from wealthy investors to launch his venture capital firm. He taught these tips to the people at the 20 companies he helped launch including Digene Diagnostics and The Discovery Channel.

These are the tips Jim used as a managing partner at Andersen to bring in millions of dollars of services. These also include tips we've taught to hundreds of individuals who are top achievers in their sales organizations.

This book will:

• Help you close more sales with less stress and effort
• Help you make sales you may be missing now
• Energize your sales efforts!

Chock full of good ideas. Makes a great gift to inspire sales forces.

Highlights of the Handbook at a Glance

• Short, simple, and easy to read and apply, 32 pages
  
  
• 10 best tips for Closing the SALE
  
  
• Ideas and examples that show you how to apply each tip
  
  
• Instant motivation and inspiration
  
  
• A very fast read you will refer to again and again
  
  
• Includes a special bonus tip, too

"How to" Content Includes Tips and Strategies Like These:

• How to get customers and clients to trust and respect you and want to do business with you.
  
  
• How to determine if a prospect is going to become a customer or is someone who will never buy and is just wasting your time.
  
  
• How to learn exactly what your customer is looking for.
  
  
• How to leverage an initial inquiry into a large sale.
  
  
• How to make people an offer they will not refuse.
  
  
• How to make your offer so compelling people will buy right away.
  
  
• How to close sales in an easy straightforward manner without stress.
  
  
• How to begin a sales closing approach in a friendly and open manner.
  
  
• How to streamline your sales process and save time.
  
  
• How to use the power of choice to move the sales process along and close more sales.
  
  
• How to overcome the most common obstacles to any sale.
  
  
• How to use FAQs to sell more.
  
  
• How to get customers who are ready to buy to act now instead of procrastinating and taking extra time to think it over.
  
  
• How to stay in touch with potential buyers when they are in a buying mode.

Some Examples of Stories and Techniques in the Handbook:

• How to use an ezine like Ballgrams™ to stay in touch with clients and prospects.
  
  
• Two techniques Jim used to successfully close wealthy individuals as investors when he was raising capital for the venture capital firm he co-founded.
  
  
• A simple technique a photocopy salesman uses to help customers reach yes decisions that lead to a final sale.
  
  
• A special technique an association used to get more members.
  
  
• Examples of actions you can take to stay top of mind in your customer's thoughts.
  
  
• A technique a surgeon uses to win more patients and keep the ones he has happy.
  
  
• Two simple and inexpensive techniques software companies use on their web sites to sell software.
  
  
• Examples of how companies have adapted their products so customers can try them first.
  
  
• A key technique used to make infomercials that really sell.
  
  
• How the step approach is used to sell real estate and seminars.
  
  
• How to get customers to say yes without actually saying yes.
  
  
• How a truck manufacturer greatly increases sales using one simple strategy.
  
  
• How an ace lawnmower salesman moved more units than anyone else at his store.
  
  
• A soft close technique an investment advisor uses to close small sales now that lead to bigger sales over time.
  
  
• The phrase a mattress salesman uses to gain the trust of his customers.
  
  
• The technique Jim Ball used to move people from a "maybe" to a "yes" when he was in the business of raising capital for new business ventures.
  
  
• A listing of some of the "free extras" that were provided to CEOs who were asked to join a grass roots organization to support a university and entrepreneurship.
  
  
• A technique we used to transform a small book sale into a series of seminars.
  
  
• A proven technique used to sell expensive perfume and makeup.
  

Publishing Information

• 10 Best Tips for Closing the SALE
• ISBN: 1-877570-30-6; 32 pages  5½" by 8½" softbound
• By James R. Ball, president of The Goals Institute and Jennifer A. Kuchta, vice president
• Published by The Goals Institute

About the Authors

James R. Ball, Jim to everyone, is president and CEO of The Goals Institute. Jim co-founded The Goals Institute to help businesses and organizations achieve their potential through goal achievement.

Jim previously was co-founder and CEO of Venture America, a venture capital firm that helped launch and develop twenty companies, including The Discovery Channel.

Before that, he was a managing partner at Arthur Andersen in charge of an office that served rapid growth technology companies. Jim also was in charge of the training and professional development programs for Andersen's staff associates and managers in the Washington, DC area.

Jim has been an adjunct faculty member at George Mason University where he co-founded GMU’s Entrepreneurial Institute, Inc. Jim has a degree in accounting and is a member of many professional organizations.

Jennifer Kuchta (cook-ta) is Vice President and Publisher of The Goals Institute. Jennifer is an author and co-creator of our learning programs and tools. She oversees customer service, our website, and all aspects of the editing, publishing, and production side of our business. Jennifer previously was in charge of administration at Venture America and before that she was a marketing support specialists for fine arts. Jennifer graduated from Michigan Technological University with a degree in Accounting.

The Goals Institute has many clients in many industries. See the About Us section of the web site of The Goals Institute for an illustrative listing of clients and for comments from clients on programs provided. Jim and Jennifer are the authors of many books published by The Goals Institute. For more information on these books, please visit our Bookstore.

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10 Best Tips for Closing the SALE

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