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Often, sales professionals using a consultative approach are afraid to use typical, pressure- filled strategies to finally close a sale. Afraid of damaging the relationship they've nurtured, they unrealistically hope the sale will close itself...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. This is an indispensable guide for consultative sales professionals who want to make the sale, and keep their customers.
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"For the past several years, the often-unwarranted myth of the pushy, aggressive, and, worst of all, deceitful salesperson has become ingrained in American culture. While consultative selling, the practice of becoming an advisor to the customer, is the most effective method of engaging a client, it has also made the process more challenging -- leaving salespeople who are afraid to close the deal and clients who are reluctant to make a decision. Consultative Closing bridges the gap between the aggressive salesperson who gets results, and the informed consultant who builds lasting relationships. With a revolutionary step-by-step approach to the sales process and proven methods and strategies, this hands-on field guide helps you maneuver the pitfalls, and overcome the fears that can hinder any deal, ensuring that you achieve a successful close while building strong “partnerships” with clients to maximize their investment in your product. Creative and cutting edge, Bennett’s strategies will completely transform the way you service your clients on a daily basis.
Renowned sales strategist Greg Bennett shows how to turn up the pressure without turning off the client through the use of nonconfrontational strategies -- Mini-Steps that will help seal a definitive close. Also included are sample scripts, several exercises, an online resource center with free audio and video segments, and a four-week plan for implementation. Consultants will become partners with their clients by discovering:
* How to shorten the time required in closing a sale while actually building stronger client relationships
* How to recognize a no, and even take a client to NO, without seeming pushy
* Why devoting as much time to the post-sale as the pre-sale will help ensure long-lasting client relationships -- and a successful close
* How to overcome “call reluctance,” and turn the fear of rejection into an opportunity for gaining prospects
Honest, authoritative, and innovative, Consultative Closing will enable you to achieve maximum success -- and help you have the best of both worlds -- making the deal and keeping the client."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.
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Book Description 2007. Paperback. Condition: New. 242 ISBN: 9780814473993, Language: english. Seller Inventory # NEWSELF3339
Book Description American Management Association. Condition: New. Seller Inventory # 7935943
Book Description AMACOM, 2006. Paperback. Condition: New. Never used!. Seller Inventory # P110814473997
Book Description AMACOM, 2006. Paperback. Condition: New. Seller Inventory # DADAX0814473997