- Paperback: 276 pages
- Publisher: Union Grove Publishing (31 May 2006)
- Language English
- ISBN-10: 0978665406
- ISBN-13: 978-0978665401
- Product Dimensions: 23.4 x 15.6 x 1.5 cm
- Amazon Bestsellers Rank: 2,638,194 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
As a veteran sales consultant and trainer, Mike Stewart has developed practical and powerful techniques for overcoming problems and achieving sales success. With a focus on real-life situations and solutions, Close More Sales! teaches business-to-business salespeople how to: Build hard-driving closing techniques into soft-sell consultative strategies . use a customer-centered approach to identify customer buying motives and sell what the customer values . master the sales process -- from proper planning to asking the right questions to active listening to presenting with conviction to overcoming objections to closing like a pro . build confidence and expertise that enables them to break out of their crippling comfort zones, close more sales, and earn more money. Close More Sales! is fundamental enough to serve as a training text for entire sales teams, universal enough to serve as a reference work for veterans needing to get back on track, and comprehensive enough to serve as a performance coaching guide for sales managers everywhere in virtually every industry. "It's surprising that a sales book can be so motivational." - Matt French, AMATEK "It's all focused on helping you make the sale. The message couldn't be more clear." - Roger Herman, CSP, CMB, Strategic Business Futurist "If you're going to read only one book on sales training, this is it!" - Dave Mosier, Wittnauer International Watch Company "A real-life practical handbook. I highly recommend it!" Gail Roberts, Prudential HealthCare
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7 reviews
8 of 8 people found the following review helpful
Jam-Packed!
4 Sep 2002
Format:Paperback
Whether you're new in sales or a seasoned veteran, this book is a treasure. The publisher had to use smaller print just to fit it all in! It's amazing how much information is here-the traditional stuff that you find in most sales books, plus a lot more. And it's all focused on helping you make the sale; the title of Part VII is You Must Close the Sale in Order to Go to the Bank. The message can't be any more clear!
Let's start at the beginning. There are three sections at the start of the book that caught my attention right away. You know there's something special going on when you see sections titled "Why You Need This Book," "Why You Will Love This Book," and "Why an Intelligent, Sophisticated Person Like You Will Appreciate a Simple Book Like This." Simple book? In the fundamental principles that are presented, yes. In the depth and strength of the material, I wouldn't call this book simple. Sales professionals will spend extra time with each section to draw out all the value for themselves. It's just that kind of a book . . . the kind of tool that can be used for reference as well as straight-on learning.
Stewart starts his substance with Position Yourself for Success presented in six chapters. The last chapter of the section is focused on closing. Part II: Develop Rapport and Build Relationships of Trust and Confidence: four chapters ending with emphasis on closing more sales. Continue through sections on pre-call planning, prospect involvement, discovery, presentations, and handling objections. Want more? A good resource section and an index complement the powerful content.
If you want to close sales, not just make sales calls, make friends with this book. Renowned sales trainer Mike Stewart has stuffed all of his seminar material into 250 pages for you to absorb and apply for higher achievement.
4 of 4 people found the following review helpful
Every salesperson needs this book
20 Feb 2001
Format:Paperback
In one form or another, every one of us is selling--ideas, services, products, maybe a combination of those three. If you want to read a book that presents, in simple language, the contemporary approach to selling, then I recommend CLOSE MORE SALES. The author: Mike Stewart, an international speaker, professional sales trainer and consultant, based in Atlanta.
Far from being an armchair advisor, Mike Stewart spent many years learning salesmanship as a professional sales person. Additionally, he works with a variety of clients, training their sales professionals.
In the preface, he laments that "Almost never are effective selling skills being taught." With this book, he addresses that problem. The book has the approval of the American Management Association, his publisher. I recommend that you get a copy. . .and close more sales.
5 of 7 people found the following review helpful
Close More Sales!: Persuasion Skills That Boost Your Sellin
3 May 2000
Format:Paperback
The best books are the ones that get right to the point and show you step by step what works. This book delivers. I got so many insightful new ideas that I bought copies for everyone in my sales office. At our sales meetings we discussed a different chapter each week. I like Mike Stewart's candor, too. He tells it like it really is.
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