The Art of Closing Any Deal: How to Be a Master Closer in Everything You Do (Paperback)

by James W. Pickens (Author) "Sam gave me my first lesson in sales-or rather, closing-the same day our agreement began..." (more)
Key Phrases: magical buying point, master closer, full sales presentation, Green Vista Estates, Big Bill (more...)

Editorial Reviews

Product Description
THE ART OF CLOSING ANY DEAL gives readers the inside knowledge to overcome any barrier--and successfully make the close every time! 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.

About the Author
James W. Pickens lives in Scottsdale, Arizona.

Product Details

• Paperback: 336 pages
• Publisher: Business Plus (April 1, 2003)
• Language: English
• ISBN-10: 044667785X
• ISBN-13: 978-0446677851
• Product Dimensions: 7.9 x 5.2 x 0.7 inches
• Shipping Weight: 9.6 ounces (View shipping rates and policies)
• Average Customer Review: 3.2 out of 5 stars See all reviews (19 customer reviews)
• Amazon.com Sales Rank: #130,494 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

2.0 out of 5 stars Should be called the art of selling a nice piece of property, July 23, 2001

By A Customer

This review is from: Art of Closing Any Deal (Paperback)

While this book had several good tips on selling, I was particularly troubled by the fact that almost every selling example was geared towards selling a nice piece of lakefront property in some new retirement community that will of course double in value every year. There are many references to how the property will gain in value, and how it would be a good long-term investment and so forth and a good family investment. While a piece of property may be a tuff sale, there are few things sold that really appreciate in value and the book fails to cover the basic sales tactics for everyday items that certainly "do not" appreciate in value such as cars, washers, dryers, computers and so on and everyday items we are used to buying at least once in our lives.

I was also somewhat troubled at the many tactics used to basically insult the buyer and make him look bad in front of his family by basically saying he was a fool for not buying that "lakefront" property and making a long term investment in his family's future.

8 of 9 people found the following review helpful:

5.0 out of 5 stars Highly Recommended!, May 8, 2001

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

This review is from: Art of Closing Any Deal (Paperback)

This book could more accurately be titled "How to Ruthlessly Lie, Manipulate and Use Mind Games To Make a Sale." If you're looking for a no-holds-barred guide to getting your way - not just in closing a sale, but in everything you do - this is for you. This exceedingly detailed, candidly written guide to mind control sold more than a million copies. James W. Pickens uses anecdotes sparingly, but weaves in plenty of examples. In a strange contrast to the cutthroat main text, each chapter ends with a short, sweet reference to his mentor Sam. Here's the scoop on genuinely caring about your clients while shamelessly using mind control techniques on them - a contradiction that troubles the author not at all. We from getAbstract recommend this book, as protection, to anyone who buys anything, and, as ammunition, to anyone who sells anything.

7 of 8 people found the following review helpful:

4.0 out of 5 stars A must-read for anyone who wants to make a name for himself, November 14, 1999

By A Customer

This review is from: Art of Closing Any Deal (Paperback)

A terrific tool for people who want to excel in the sales field. Broken down into subchapters for quick reference. Very motivating and powerful. Useful for distribution among a salesforce, will reveal the 'Masters' from the masses.