Absolute Closing
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Summary
Editor's review
In terms of structure, the book systematically breaks down the entire process from customer contact to final closing, covering key stages such as mindset building, needs discovery, value presentation, objection handling, and the final push. Its highlight lies in its interpretation of the word "absolute"—it does not advocate reckless, hard-sell tactics at all costs but emphasizes precise insight and professional process control to turn closing into a predictable, replicable, and inevitable result. The book makes extensive use of scenario dialogues and case analyses, offering direct reference value for sales novices or frontline staff seeking to upgrade their methods.
However, as an editor, I believe the book's depth and innovation have their limits. Some strategies may seem somewhat one-sided and technique-oriented in a modern business context that increasingly values value co-creation and long-term relationships. Readers need to absorb them critically, combining its efficient process management and communication techniques with the commercial essence of building trust and delivering real value. Overall, this is a solid sales tool book, suitable as a field manual to consult at any time; its greatest significance lies in transforming part of the vague "art of sales" into a learnable, rehearsable "science of sales."
Who it's for
A good fit for
- Newcomers to the sales industry who need to systematically build basic sales knowledge and processes
- Frontline sales professionals hoping to break through performance bottlenecks or optimize existing methods
- Small and medium business owners or team managers seeking replicable sales training material
- General readers interested in interpersonal communication and persuasion techniques who want to enhance their influence
Not a good fit for
- Theoretical researchers seeking profound business philosophy or strategic-level sales systems
- Readers expecting a large number of disruptive, cutting-edge technology-driven sales models
Reading tips
- It is suggested to read the table of contents first to build an overall framework, then read closely the chapters corresponding to your weak areas.
- While reading, relate the content to your actual work scenarios and try adapting the dialogues and cases in the book for application.
- Read alongside a book focused on customer psychology or relationship marketing to gain a balanced perspective.
About the publisher
Founded in 1995, Guangdong Economic Publishing House publishes in fields including economic management, investment and personal finance, finance and securities, applied psychology, popular science, and documentary literature. Its catalog ranges from investment classics such as Philip A. Fisher's "Paths to Wealth Through Common Stocks" to Michael J. Mauboussin's "More Than You Know," which blends finance, psychology, and management. In psychology and documentary writing, it offers works such as Stephanie Foo's "What My Bones Know," Lu Xiaoya's "Being a Mother to My Mother," and "When My Mother Got Alzheimer's." The list combines translations and original works, with authors from China and abroad in finance and psychology. Given limited public information, this profile reflects only the titles held in our catalog.
Contents
- 版权信息
- 前言
- 第一章 没有好心态，如何谈成交
- 高度认同自己，建立打不垮的自信
- 克服胆怯心理，敢把产品卖给大人物
- 相信自己，挫折只是浮云
- 热情是销售的灵魂
- 野心越大，销售的潜力就越大
- 销售女神徐鹤宁：要百分之百相信你推销的产品
- 第二章 卖产品，就是“卖自己”
- 充分表现好人品，客户才放心
- 你够专业，才能打消客户的疑虑
- 人靠衣装，用服装锁住客户的心
- 礼仪——成交的“通行证”
- 汽车销售大王乔·吉拉德：用名片随时随地推销自己
- 第三章 快速发现潜在客户，是做好销售的基本功
- 练就“火眼金睛”，识别潜在客户
- 多途径寻找潜在客户，不要一条道走到黑
- 跟进潜在客户，刺激客户的购买欲望
- 突破重围，寻找重要的决策者
- 房产销售大师汤姆·霍普金斯：人人都是你的客户
- 第四章 客户类型不同，要使出不同的撒手锏
- 干练型客户——直奔主题
- 节约型客户——用“白菜价”征服他
- 女性客户——赞美肯定屡试不爽
- 犹豫型客户——主动提出一些小建议
- 强势型客户——保持谦卑，以退为进
- 寿险推销之神原一平：任何准客户都有一攻就垮的弱点
- 第五章 熟稔拜访套路，就不怕被拒绝
- 毫无准备的拜访，成功概率为零
- 提前预约，拜访客户拒绝“空降”
- 吊起客户的好奇心，产品介绍才能继续
- 读懂微表情，牢牢抓住客户的心
- 东方销售之神柴田和子：陌生的拜访者总让人心存戒心
- 第六章 初次见客户，瞬间赢得对方好感很关键
- 称呼得体，让客户“芳心暗许”
- 牢记客户姓名，瞬间攻破对方心防
- 刚见面别谈生意，先套套近乎
- 打好“感情牌”，成交水到渠成
- 幽默——客户不忍说“不”的撒手锏
- 寿险大师乔·甘道夫：用独特的开场白抓住客户的注意力
- 第七章 展现产品魅力，激发客户的购买欲望
- 提炼卖点，“秀”出产品价值
- 三流销售卖产品，一流销售卖故事
- 专业术语要通俗地说
- 与其“王婆卖瓜”，不如做产品演示
- 销售天王金克拉：让客户看到产品的价值所在
- 第八章 掌握谈判技巧，不愁对方不上钩
- 争辩无法解决异议，只会加剧矛盾
- 永远不要亮出自己的底牌
- 让步，为成交保驾护航
- 采用欲擒故纵法，吊足客户的胃口
- 谈判时间、地点的选择也会有猫腻
- 说话有禁忌，谈判须谨慎
- 商业谈判大师罗杰·道森：永远不要接受第一次报价
- 第九章 被拒不可怕，成交从拒绝开始
- 前台“挡驾”，怎么搞定对方
- 客户下逐客令，应对有绝招
- 客户说“考虑一下”时，要抓住他的心动时机
- 客户说“价格太高”时，要谈一谈商品的价值
- 销售大师戴夫·多索尔森：从拒绝理由入手寻找说服客户的机会
- 第十章 看透客户的心，成交率百分之百
- 销售也讲究“攻心为上”
- 利用顾客爱占便宜的心理，玩一些价格游戏
- 先交朋友再做生意
- 客户是“鱼”，赠品是“鱼饵”
- 给足面子，满足顾客小小的虚荣心
- 顶级销售师博恩·崔西：寻找客户的兴趣点
- 第十一章 引导客户，让他跟着你的思维走
- 用语言引导客户的思维，变被动为主动
- 让顾客觉得赚了，你就赢了
- 利用从众心理，营造竞相购买的氛围
- “清扫”疑虑，让顾客放心购买
- 利用“威胁法”，让客户抢着签单
- 著名销售大师齐格·齐格勒：暗示具有神奇的力量
- 第十二章 服务贴心周到，才能征服“上帝”
- 不怠慢客户，他便会成为你的免费宣传员
- 信任你的客户，就是最好的服务
- 把服务落实到细节，就能赢得订单
- 售后服务做得好，才能拉来回头客
- 想赢得好感，就要做客户的“好好先生”
- 营销之神王永庆：销售人员要有为客户服务的精神
FAQ
How is this book different from classic sales books such as Carnegie's?
Are the techniques in the book applicable to all industries (such as B2B or high-priced goods)?
This book mainly discusses sales techniques; is there much content on sales mindset or personal growth?
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About the author
Liu Qiang, born in Suqian, Jiangsu in 1966, is a Chinese publisher and planner of educational supplementary books and currently general manager of Beijing Beijiao Culture and Media Co., Ltd. Since 1989 he has edited the "Middle School English Study Guide" series and has planned and edited supplementary series such as "1+1 Lightweight Champion," "Classroom Live," and "Key Exam Points," with cumulative distribution exceeding 400 million copies. The library holds 64 of his works, which beyond supplementary publishing also touch on literary appreciation, Eastern philosophy, medicine, culture, and industrial technology; representative works include editions and selections of "A New Account of Tales of the World" and the inner, outer, and miscellaneous chapters of "Zhuangzi." Public information is limited, but the available works indicate an editorial orientation combining educational publishing with the popularization of traditional culture, with selections emphasizing the organization and guided reading of classic texts while balancing practicality and readability.
