The Real Mad Men of Selling: The Best of J. Douglas Edwards

Summary

J. Douglas Edwards is the man who first introduced Tom Hopkins to professional selling. He was THE sales trainer of the 1950s, 1960s, and 1970s. He trained over 200,000 salespeople a year for over 20 years. Hired by corporations around the world, Mr. Edwards began a crusade to change the image of the stereotypical salesperson, and Tom Hopkins carries the mission forward today.

In The Real Mad Men of Sales, you’ll learn:

• Assumptive tie-down test closes that let you know if they’re moving toward the sale or not
• How to properly handle a situation where there is a time lag with no way to close the product sale on the first visit
• The power of written instructions in sales
• 7 advanced closing strategies
• Strategies for enlisting the aid of others in the final close
• The most powerful single closing method used by Top Pros around the world
• How to get the approval when you hear, “I need to talk it over with…”