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Oct 25 2009

Close the Deal: 120 Checklists for Sales Success

Posted by admin in Sales Books, tags: checklists, close, deal, sales, Sales Success, success
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Close the Deal: 120 Checklists for Sales Success
 
Manufacturer: Basic Books
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List Price: $16.95
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Product Description
Close the Deal is bursting with hot leads for sales pros looking to sharpen their skills and win more customers. Authors Sam Deep and Lyle Sussman show how to capture sales without being pushy or arrogant. Deep, a consultant from Pittsburgh, and Sussman, a management professor at the University of Louisville, believe that the essence of selling is sticking to a system. "Masterful sales professionals are neither lucky nor gifted," they write. "They do not dream, wish or hope for victory. They go out and make it happen." The book is based on programs developed at the Sandler Sales Institute, a noted Maryland firm that trains thousands of sales professionals around the country. The authors contend that three keys to successful selling are asking the right questions, making supportive presentations, and finding exactly how to eliminate roadblocks or "pain" for customers. "There is only one reason you will sell anything: your ability to reduce a buyer's pain," the authors write. "You can't reduce pain if you don't know what it is. Buyers will tell you if you ask correctly." The book is easy to read and full of practical advice and tips. The authors provide 120 lists on topics like "Fifteen Steps to Better Listening," "Seven Fears all Buyers Have," and "Fourteen Ingredients of a Winning Proposal." Salespeople will find a powerful ally in Close the Deal. The book is a blueprint for finding and analyzing buyers, determining their needs, and getting the sale. --Dan Ring

Product Details
  • ISBN13: 9780738200385
  • Condition: New
  • Notes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed

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Customer Reviews
It works, period
 
Review Date: April 4, 2005
Reviewer: Curtis Gray,
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.
More bullet points than checklists
 
Review Date: November 15, 2001
Reviewer: Wayne Schulz, Glastonbury, CT USA
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.

Stellar Resource for Every Piece of Your Selling Experience
 
Review Date: May 15, 2000
Reviewer: Dan Seidman, SalesAutopsy.com
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.
the Revolution of marketing books
 
Review Date: July 22, 2000
Reviewer: sayed omar,
i read alot of books in sales and marketing but this book is somethig different, it is easy to understand,clear,practical, and contain every thing a salesman need in his life. this book is the treasure but we have to dig to find it, and i hope one day all universities study this book. this book is the revolution of sales and marketing book, so take carw when you see some one have this books, because he know what he does.
A salesbook with a checklist - great idea
 
Review Date: March 26, 2009
Reviewer: Scott S, Bell, Elk Grove California
I read just about every sales book, I can get my hands on. This is a great one tat will help you. Yes it is written in a checklist format and some of the ideas may not apply to you, but what if some of them do. That means they may be something that you can use. If it doesn't apply to you skip it. There are many great ideas that you will be able to use, some of them you may be using already. I recommend that you read this book and take notes at the same time. I started by reading one checklist or idea a day, if it didn't apply to me I read another. The real important question is what if the information is needed 6 months from now? The information that I gained can be used if I switched industries. There is no quick fix for sales dips but there are ways to avoid them and reading this book will help.

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