by Greg Bennett
|
| List Price: | $17.95 |
| Amazon Price: | $17.95 & eligible for FREE Super Saver Shipping on orders over $25. |
| Average Rating: |  |
| Lowest New Price: | $4.95 |
| Availablitiy: | Usually ships in 24 hours |
|
 |
|
Product Description
Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections -- behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself -- something which rarely, if ever, happens. Consultative Closing provides the solution, breaking up the closing process into small, actionable steps that help the salesperson gain gradual buy-in and establish a long-term working relationship with his or her client. The book shows readers how to: * recognize and address a "no" without seeming pushy
* create a "maximization program" that shows how a product or service will address the clients’ problems and maximize their return on investment
* use visualization techniques that take clients past the moment of closing Complete with effective closing phrases and questions, this indispensable guide gives readers the tools they need to make the sale, and keep their customers.
Customers who bought this item also bought
Average Customer Review:
0 of 0 people found the following review helpful:
Consulative Closing, 2008-01-27
Enjoyed the idea of the mini steps. It was a refresher for things I been doing for years. It is a great reminder of things to do!
2 of 2 people found the following review helpful:
Useful, step-by-step guide to help you finally seal the deal, 2007-08-31
Often, salespeople - even those who already practice "consultative" selling - are reluctant to ask for the sale because they don't want to jeopardize a client relationship they've worked hard to develop. Yet, the whole point of developing the relationship is to generate sales. Sales trainer Greg Bennett offers a solution to this conundrum in the form of his "mini-steps" sales approach. He explains how salespeople can break the sales process down into small, actionable steps, to help the client buy into it and advance the sale, without appearing self-serving or pushy. His system reworks existing sales practices, so some of his concepts may feel familiar, but he points out that many salespeople, and even sales managers, are too comfortable living in "Maybe-Land." He advocates taking up permanent residence in "Reality-World" by asking for an answer, even if that answer is "no." We encourage those who want to refine their consultative-selling techniques to read Bennett's book.
2 of 3 people found the following review helpful:
Practical Plan, 2007-05-08
Drawn from decades of selling situations and experiences, this book lays out a 3-part method to improving professional sales:
1. Working from a set of mini-steps to achieve buy-in
2. Recognizing that "no" is always better than "maybe"
3. A set of mini-steps for after the sale
The book also has a wonderful story on replacement window-buying, and having just lived through that "process," I found his insights spot on.
Unfortunately, the book has several minor weak points that keep it from the 5-star rating:
* Out of 200+ pages, only 10% cover the 3rd and final step in the method (post-sale mini-process).
* There is significant repetition (a paragraph or two on how clients and salesmen want to avoid conflict must be in every chapter at least once).
* Large parts of the book are written specifically for the small business owner; other sections clearly just for the dedicated salesman or sales manager. Depending on your role, you can skim.
That said, the first two out of three steps are incredibly well developed and very powerful tools. Thus, four stars.
J. Avellanet, Co-Founder of Cerulean Associates LLC
Price is accurate as of the date/time indicated. Prices and product availability are subject to change. Any price displayed on the Amazon website at the time of purchase will govern the sale of this product.
|
Store Categories
|