Closing Deals Efficiently

Name: Closing Deals Efficiently
ISBN: 9787511389053

乔中阳China Overseas Publishing House · ChinaJan 2023

2.9

Word count: 119K words
Chapters: 73
ISBN: 9787511389053

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Summary

Why is it getting harder to close deals with the traditional sales process? Why do you still fail to win clients even after going through all the steps? Because you don't understand the new sales mindset! Because you focus too much on the product! Products are inanimate; people are not. Without understanding customer needs, even the best product may not sell. Focus on the other person's psychology first, then talk about the product—this is the core secret the book offers every salesperson! Qiao Zhongyang, a renowned sales coach who has helped hundreds of companies achieve significant performance gains, helps you build a "new sales model" in this book, so you can break through bottlenecks and become a top performer!

Editor's review

Highly Efficient Deal Closing is not a simple compilation of sales techniques, but a systematic review of the underlying logic and core competencies of sales by a seasoned sales practitioner. Drawing on his extensive experience in software sales and project management, author Qiao Zhongyang deconstructs the complex sales process into executable, replicable key actions. The book's most outstanding value lies in its strong practical orientation: it goes beyond the usual "scripts" to explore in depth how to create and deliver unique value at every stage of the customer's decision-making process, transforming sales from "the art of persuasion" into "a journey of jointly discovering value." The chapters on "building trust," "uncovering needs," and "presenting value" are particularly incisive, and with a wealth of localized cases, they offer high reference value for practitioners in B2B sales, solution selling, and related fields. Its methodology is not only suitable for new salespeople to build a system, but also helps experienced sales managers streamline team processes and improve overall win rates. Note that the strategies in this book lean toward longer-cycle, complex-decision sales scenarios; for immediate transactions such as fast-moving consumer goods, some methods need flexible adjustment. Overall, this is a solid, sincere, and genuinely performance-enhancing practical guide.

Who it's for

A good fit for

B2B sales, solution selling, and project-based sales practitioners
Sales team managers and trainers
Professionals who want to systematically improve their sales skills and break through performance bottlenecks
Readers interested in influence and persuasion techniques in complex decision-making processes

Not a good fit for

Readers expecting simple, quick-fix scripts or telesales techniques
Frontline salespeople engaged in pure retail, FMCG, or other immediate transactions

Reading tips

Read the book through once to build a sense of the framework, then closely read and practice the sections most relevant to your current toughest sales challenges (e.g., first contact, needs research, solution presentation, negotiation)
Combine the "self-check list" and "action plan form" at the end of the book to turn concepts into concrete action steps
The cases are mostly enterprise-level service scenarios; readers in other industries should focus on understanding the underlying thinking rather than mechanically copying specific scripts

About the publisher

China Overseas Publishing House China · Founded in 1988

China Overseas Publishing House focuses on philosophy, history, world classics and mystery and detective fiction, with a secondary interest in foreign literature and folk literature. Its catalogue of roughly 960 titles includes Wittgenstein's Tractatus Logico-Philosophicus, Jiang Tingfu's Modern Chinese History, Margaret Mitchell's Gone with the Wind, Arthur Conan Doyle's Complete Sherlock Holmes, Antoine de Saint-Exupéry's The Little Prince, as well as Classic Collected Edition of Greek Myths and a beautifully illustrated edition of Zhuangzi, giving it a publishing profile centred on classic translations and traditional Chinese culture. Its authors and translators range from Wittgenstein, Jiang Tingfu, Mitchell, Conan Doyle and Saint-Exupéry to Huang Min, Fu Donghua and Liu Shijie. Public information about its editorial philosophy and series system is limited.

版权信息
序
第一章销售定位：找准自己的立场和身份
角色定位：不要时刻想“成交”
立场定位：以怎样的心理面对客户
姿态定位：把握主导权
第二章销售新思维：别让“传统套路”困住你
传统固化的销售思维VS新销售思维
销售人员必须掌握的新销售流程
改变传统获客模式
客户细分和分类，掌握客户的选择价值
销售线索：找到谈判的切入点
解决约访障碍：客户为什么不见你
销售铺垫阶段，如何运用“植入销售”策略
销售中的前期引导环节
第三章掌控情绪：精准洞察客户的心理
做一个能够掌控情绪的销售人员
端正自身的心态，理解客户心理
理解客户的心态
掌握客户的心理变化
两把钥匙，把握客户的情绪
客户拒绝怎么办？用朋友的立场说服他
给客户创造尽可能安全的成交环境
战术同理心：让客户把你当成同盟者
第四章铺垫流程：提前化解潜在障碍
摸清客户的底牌，化解潜在障碍
尽可能挖掘更多细节
“反刺探”提问：挖掘客户信息，掌握报价主动权
四个步骤完成产品介绍
第五章建立信任：维护关系是成交的前提
说服客户的本质是什么
建立信任的底层逻辑
维护信任，需要注意的三个重点
情感信任：感性的表达更能打动人
行为信任：如何说话和做事才能获取信任
了解客户过往的经历，再去打动他
学会借力，铺垫自己的“可信赖人设”
由外及里影响对方，建立信任
掌握信任公式：如何让客户愿意听你说话
找到你的信任背书
第六章高效沟通：用心理策略打动人
四种沟通技巧，让谈判更顺利
少讲产品，多关注情绪
销售沟通，要有“布局思维”
第七章掌握故事力：一个故事就能促进成交
故事要有代入感
好的故事可以引出客户的潜在需求
让客户参与到故事中
第八章成交话术：拿来就能用的对话公式
如何做开场白
切入产品的三类话题
四种核心话术促进销售成交
顺势而为，制造沟通时机
学会化解情绪和利用情绪
站在客户的角度说服客户
让客户快速理解你表达的意思
把握影响及时成交的两大因素
提问引导：化解客户的对抗心理
如何治好客户的“拖延症”
有效成交：提前培养客户的付款心态
第九章拆解客户类型，轻松说服任何人
如何应对随声附和型客户
如何应对强装内行型客户
如何应对虚荣型客户
如何应对理智型客户
如何应对冷漠型客户
如何应对好奇心强烈型客户
如何应对粗鲁型客户
如何应对挑剔型客户
总结跟进客户“三板斧”
第一板斧：“身份定义”，把自己当成风险规划师
第二板斧：如何恰到好处地挖掘客户需求
第三板斧：让客户最后选择你

FAQ

How does this book differ from books like Sales Is About Winning People Over?

This book focuses more on systematic methods and value creation within the sales process, with rigorous logic and clear steps, suitable for building a systematic sales capability; the latter is more case-based and reflective experience sharing, focusing on interpersonal insight and on-the-spot adaptability. The two differ significantly in perspective and style.

Is this book too difficult for newcomers with no sales experience?

The book is clearly structured, progressing from basic concepts to advanced strategies, so newcomers can start from the beginning to build a correct sales outlook and methodological foundation and avoid detours. It is recommended to combine it with actual work or simulated practice to deepen understanding.

Are the methods in the book applicable to the internet or To C industries?

The core underlying logic—"customer-centric," "uncovering deep needs," and "building trust"—is universal. However, the specific strategies and cases are based more on To B or project-based sales scenarios. To C practitioners can focus on learning from its customer psychology analysis and value communication logic, and adapt them to their own industry characteristics.

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About the author

乔中阳 Author

Qiao Zhongyang — public information about this author is limited, and the available details center on a single work. The author's representative book is Efficient Signing (Gaoxiao Qiandan), which is classified under management. This suggests a practical, hands-on approach to management writing, likely touching on sales processes, negotiation and communication, and closing techniques. The title itself points to an operational focus, and the intended readers are probably frontline salespeople, business managers, and professionals seeking to improve their closing efficiency. Since only one title by this author is held in the collection, details such as biography, nationality, dates of birth and death, and English name cannot be verified, and the full range of the author's writing cannot be outlined. The introduction should therefore center on this work as a concrete example of management writing, without speculating about or adding to the author's personal history. If more material becomes available later, the author's style and influence could be further examined.