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Product Description
Product Description
Deep and Sussmans Smart Moves and Smart Moves for People in Charge gave readers checklists for climbing the corporate ladder and taking on leadership tasks. Now, teamed with one of the countrys premiere sales-training firms, they apply the same popular, practical approach to a vital task for any organization: selling. Whether youre introducing a product, marketing your small businesss services, or selling your boss on a new idea, youll benefit from checklists like these: * Seven Fears All Buyers Share * Thirteen Ways to Warm Up to Cold Calling * Ten Different Ways to Set Your Asking Price * Eight Questions to Help You Sell with Integrity For training, troubleshooting, and a quick review before every important call, sales professionals will be sold on Smart Moves for Selling.
From the Author
A great , just in time resource for the rookie or pro.
Imagine having a personal coach at your command ready to respond to any question you have about the upcoming sale. If you had that coach do you think you would increase your sales? Do you think you would be less exhausted and less frustrated at the end of the day?
Imagine having a personal coach at your command ready to respond to any question you have about the upcoming sale. If you had that coach do you think you would increase your sales? Do you think you would be less exhausted and less frustrated at the end of the day?
Close the Deal is that coach. You will find answers to the tough make or break questions. Sam Deep and I present the answers in 120 cross referenced, easy to read, easy to understand, and easy to use lists.
Get the book, and Close the Deal!
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Without a solid foundation a house could not weather storms and would eventually crumble. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
Without a solid foundation a house could not weather storms and would eventually crumble. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
1 of 2 people found the following review helpful
Format:Paperback
A great book of useful sales tips. This is a great reference book for quick sales solutions. I think Sandler Sales Institute also has another book which I read last year. These non-traditional sales strategies really hit the mark.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
16 reviews
21 of 21 people found the following review helpful
It works, period
4 April 2005
Format:Paperback
I reluctantly purchased this book based on previous reviews. Being very skeptical of the checklist format, this book, frankly, seemed like a "salesman cookbook" scheme. Well, I was wrong. It took a little getting used to, but this book is written in a way that helped me learn to sell my company's products and services.
Just so you know, I basically flunked IBM sales school for engineers way back in 1991. Some of the information IBM taught stuck because, frankly, it is very good. However, even with IBM sales school (acknowledged as one of the best on the planet), I just did not grasp selling and never took up a career in selling. For all intents and purposes, I am brand new to this.
I took this book, and in one week, created a powerful prospecting script. That script, which I created almost word for word from the book, with the exception of items specific to my business, has helped to land two great new customers in only two weeks. That is not to say that it will happen the same way with everyone, but the writers have a sublime grasp of how to talk to people, remain honest, and influence them; so long as you have a sellable product or service. As the authors point out, selling is not about the product or service, but about the seller of the product or service. The suggestions in this book for how to get pass a receptionist and how to conduct a prospecting call are direct, easy to understand, and greatly helpful.
It is not necessary to read this book from cover to cover. Many of the lists have references to other lists. It turns out that, with this book, this was the best way for me to learn to sell. It can be used while you are on the phone and to brush up just before making a call.
This book is highly recommended for anyone new to selling.
Just so you know, I basically flunked IBM sales school for engineers way back in 1991. Some of the information IBM taught stuck because, frankly, it is very good. However, even with IBM sales school (acknowledged as one of the best on the planet), I just did not grasp selling and never took up a career in selling. For all intents and purposes, I am brand new to this.
I took this book, and in one week, created a powerful prospecting script. That script, which I created almost word for word from the book, with the exception of items specific to my business, has helped to land two great new customers in only two weeks. That is not to say that it will happen the same way with everyone, but the writers have a sublime grasp of how to talk to people, remain honest, and influence them; so long as you have a sellable product or service. As the authors point out, selling is not about the product or service, but about the seller of the product or service. The suggestions in this book for how to get pass a receptionist and how to conduct a prospecting call are direct, easy to understand, and greatly helpful.
It is not necessary to read this book from cover to cover. Many of the lists have references to other lists. It turns out that, with this book, this was the best way for me to learn to sell. It can be used while you are on the phone and to brush up just before making a call.
This book is highly recommended for anyone new to selling.
15 of 16 people found the following review helpful
More bullet points than checklists
15 Nov 2001
Format:Paperback|Amazon Verified Purchase
This book is written so that you can get short lists of helpful tips on sales. I thought it was going to be more of a handbook of checklists - instead it is many, many different topics arranged by subject.
There is a companion tape set that you can get from Nightingale which has the same graphics on the cover but expands a little more on the content.
Overall I've found myself referring to the checklists inside this book a lot more than I initially thought I would - perhaps because the format lends itself to quick reading and re-reading.
Sandler Sales Institute is a national franchise which has an interesting and different perspective on the sales process.
18 of 20 people found the following review helpful
Stellar Resource for Every Piece of Your Selling Experience
15 May 2000
Format:Paperback
If you struggle with specific areas - that you can identify - in your sales life, this is a superb read. The checklists are incredibly thorough. The selling system that this is based upon has been called the '...best kept secret in sales training.' by Selling Power Magazine. If you can't make some money off the wisdom of this book, you probably don't belong in sales anyway. Forget the low price, it's probably the best book on selling available today.
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