The Art of Closing the Sale
by Brian Tracy
Tracy's catalog of closing techniques, the alternative close, the summary close, the puppy-dog close, and the psychology of the buyer's final hesitation. It is traditional, direct and somewhat dated in a consultative era; the underlying lesson, that most salespeople never ask for the order, is still true.
Read it if…
you sell and you avoid asking for the decision.
Skip it if…
you sell complex solutions; the techniques fit transactional sales better.
Three things you will actually use
- Ask for the decision; most never do.
- Handle the final objection calmly; it is usually the real one.
- Confidence closes; hesitation signals doubt.
Do this first
Ask for the order, plainly, in your next three sales conversations.
Our verdict
Traditional and direct.
Compare with other Career books
The Pathless Path
Paul Millerd · Career
Honest and reflective; a companion for the questioning stage.
CLICK TO SEEBrowse all Career book reviews or get the free Reality Code Cheat Sheet.
As an Amazon Associate, WisdomDeck earns from qualifying purchases. Links marked “Click to see” go to Amazon. We are not paid for opinions, prices and availability are not shown here and change on Amazon, and we never see your purchase details. Nothing here is medical, legal or financial advice.