by Sam Deep, Lyle Sussman
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Product Description
From the authors of "Smart Moves" comes the handbook all salespeople need in their bags. "Smart Moves for Selling" provides 120 checklists to help salespeople close the very best deals.
Amazon.com Review
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
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Average Customer Review:
0 of 1 people found the following review helpful:
 Lets go green, 2008-09-12
I have never been this disappointed buying any book in my life. What a waste of time and money. I hope one day government gets involve and review books before they get published. Mean while let's go green and save some poor trees, not to mention your hard earned money.
0 of 0 people found the following review helpful:
 A little slow, 2008-07-06
This has some good info in it for a salesperson. I thought it was a little slow of a read though.
0 of 1 people found the following review helpful:
Lots of good bite-sized tips, 2007-10-20
This book is structured as a compendium of lists on things such as how to make a cold call to how to manage your attitude. Many good ideas and useful for reference.
1 of 2 people found the following review helpful:
 What do you hope to accomplish with your sales skills?, 2005-11-25
If applied, the information in this book can help imporve your lifestyle....
13 of 13 people found the following review helpful:
It works, period, 2005-04-04
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.
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