Consultative Closing: Simple Steps That Build Relationships And Win Even the Toughest Sale

Bennett, Greg

ISBN 10: 0814473997 / ISBN 13: 9780814473993

Published by Amacom Books, 2006

About this Item

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Bibliographic Details

• Title: Consultative Closing: Simple Steps That Build Relationships And Win Even the Toughest Sale
• Publisher: Amacom Books
• Publication Date: 2006
• Language: English
• ISBN 10: 0814473997
• ISBN 13: 9780814473993
• Binding: paperback
• Condition: Very Good

About this title

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.

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.