Book on techniques for closing the sale (in service industry)?

There are no such techniques available for closing the sale, it all depends on your ability to respond accordingly, for that you should have knowledge on your product and other rivalry products so that you can get command over customer. Creating the demand for the product always helps you in making out your sale. Bookish knowledge is always a secondary help for doing sales or marketing.

these are some books of good help for you # Sales Closing for Dummies by Tom Hopkins # Sales Prospecting for Dummies by Tom Hopkins # The Sales Bible: The Ultimate Sales Resource, Revised Edition by Jeffrey Gitomer # The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman Tips for Closing a Sale Many entrepreneurs have little or no experience in outside sales. Finding new prospects and explaining features and benefits -- the stock-in-trade of salesmanship -- can be difficult for a non-sales-oriented entrepreneur. But the inexperience factor can be crushing when it comes time to close the sale. After all, even sales pros often have trouble closing the deal. Although it may be difficult, closing doesn't have to be painful or bewildering. A few basic pointers will help demystify this potentially awkward process: * Close from the beginning. Don't confuse this idea with the hard sell; the cutthroat approach alienates many potential customers. Instead, explain your agenda: Tell the prospective customer exactly what you're selling and how it can benefit their business. Being up front about your intentions promotes an honest, mutually respectful and rewarding discussion -- paving the way for a smooth close. * Learn to recognize when potential customers are ready to buy. A customer might indicate they're ready by asking questions about the product or the buying process: "How long would delivery take?" "What does that button do?" or "Is an upgrade available?" Other signs include complaints about previous vendors and interested comments such as "Really?" or "Good idea." * Don't respond to questions with a yes or no. Answer your prospect's queries with questions of your own. Carefully chosen, these return questions can help lead to a sale. For example, instead of answering the question, "Does this come in black?" with "Yes," you could say, "Would you like it in black?" * Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "puppy-dog" close, because it's reminiscent of the attachment children develop to a puppy after keeping it overnight. This strategy works well for all sorts of businesses, appearing frequently in magazine subscriptions (Get three issues free!), Internet services (Free 30-day membership!) and car sales (Take a test drive today!). * Suggest specific terms. Rather than asking whether your prospect wants to buy, suggest a specific buying scenario and then ask if your customer agrees to it. For example, "We can ship 150 units on Tuesday for $1,000. Do you want us to do that?" addresses three separate questions: the number of units to be shipped, and the price and time of the shipment. If your prospect is uncomfortable with any of the specifics -- for example, he wants shipment on Monday -- he will say so. You've offered him a chance to let you make decisions about details that otherwise would delay a sale. But be sure you know enough about your customers' needs to make reasonable suggestions. Otherwise you'll sound ignorant and pushy. Three Common Closing Mistakes Successful entrepreneurs often come by selling naturally. But closing a tough sale requires more than a winning personality. As any sales veteran will tell you, closing can be tricky, and there are many places where a false move can delay or derail a sale. You can boost your odds of completing the Related Content deal simply by avoiding these three classic closing mistakes: 1. Not asking for the business. This is by far the most common mistake in sales. You would think it would be obvious: Either you ask for the business or you don't. But asking for business is more of an art than a science. Good, clear questions that lead to successful closes are often confused with requests for opinion and ambiguous queries that do little more than lead to other questions. Rely on these classic closing techniques to help cut to the chase: * Summarize all the things the prospect said they want from a product or service. Use the notes you've collected throughout the sales process to show how buying from you satisfies these needs. * Point out the extra benefits your prospect will get by purchasing the product or service from your company — not just any company. * Paint a positive emotional picture of how the prospect will feel when they use your product or service. * Show that the product is within the prospect's budget. If the price is a bit lower than expected, get them excited about it. 2. Not paying attention to the prospect's signals. Selling is more about listening than it is about talking. Your prospect may be ready to buy and you could be too busy talking to notice. After you've asked closing questions, stop talking. Let the prospect answer. It's tempting to keep selling when you should be listening, but you'll do a lot better if you learn to stop when you've said enough. 3. Getting jaded. Attitude is everything in sales. Don't let past experience negatively affect your closing techniques. And don't let your successes cloud the circumstances of the current situation. Getting too caught up in the success or failure of each interaction can also be a problem. The best salespeople treat each new prospect as if they were the first and most exciting customer in town. hope this helps you http://www.allbusiness.com/sales/selling-techniques-closing-sales/891-2.html