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Consultative Closing: Simple Steps That Build Relationships And Win Even the Toughest Sale - Softcover
Synopsis
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.
"synopsis" may belong to another edition of this title.
About the Author
Greg Bennett has been a top sales trainer, consultant, strategist, and coach since 1988. He has worked with hundreds of organizations and thousands of salespeople in a wide variety of industries, including extensive sales consultation and strategy development for over 150 professional sports teams and major universities across the country. Mr. Bennett lives in Denver.
"About this title" may belong to another edition of this title.
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Consultative Closing : Simple Steps That Build Relationships and Win Even the Toughest Sale
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Consultative Closing : Simple Steps That Build Relationships and Win Even the Toughest Sale
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CONSULTATIVE CLOSING Simple Steps That Build Relationships and Win Even the Toughest Sale
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Consultative Closing: Simple Steps That Build Relationships and Win Even th e Toughest Sale
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Paperback. Condition: Very Good. Traditionally strategies for closing sales have involved pressuring custome rs, countering their stalling tactics, and overcoming their objections -- b ehaviors that run in direct opposition to the philosophy of the consultativ e salesperson. On the other hand, consultative salespeople, afraid of damag ing the relationship theyÂ've nurtured by appearing too aggressive, hope th e deal will close itself -- something which rarely, if ever, happens. Consu ltative 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 clientsÂ' 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. Seller Inventory # RWARE0000055293
Quantity: 1 available
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Consultative Closing
Published by
American Management Association, 2006
ISBN 10: 0814473997
ISBN 13: 9780814473993
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Softcover
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Consultative Closing
Published by
American Management Association, 2006
ISBN 10: 0814473997
ISBN 13: 9780814473993
Used
Softcover
Seller: Majestic Books, Hounslow, United Kingdom
Seller rating 5 out of 5 stars
Condition: Used. pp. ix + 242. Seller Inventory # 7935943
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Consultative Closing
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