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The Perfect Close

Author: James Muir

Publisher:

Published: 2020

Total Pages:

ISBN-13: 9780578614854

If you want to discover how to close sales using the best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how 'closing the sale' can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. In The Perfect Close: The Secret to Closing Sales you will learn:- A simple method to closing that is nearly always successful (95% range) - Is zero pressure & involves just two questions- How traditional closing techniques damage trust & what you can do remain on emotionally higher ground- How to close more sales in a way that makes clients feel more educated, in control and see you as a facilitator & consultant- A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage- How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business- A natural way to close that doesn't require that you change your personality or become someone you're not- How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments- How to add value on every sales encounterEverything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today.

The Lost Art of Closing

Author: Anthony Iannarino

Publisher: Penguin

Published: 2017-08-08

Total Pages: 241

ISBN-13: 0735211698

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“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Selling from the Heart

Author: Larry Levine

Publisher: Morgan James Publishing

Published: 2023-08-15

Total Pages: 181

ISBN-13: 1636981755

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Sales have changed; gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is built for the new economy where authentic relationships matter and out-dated techniques just don’t work any longer. Larry Levine understands the essential role of relationships when it comes to selling, how those genuine connections can fuel sales funnels and exceed sales goals. In Selling From the Heart, Larry coaches readers to build meaningful relationships in natural ways by discovering their authentic selves and offering that authentic perspective to clients. Sales professionals and entrepreneurs will find new levels of sales and personal fulfillment by Selling From the Heart.

SPIN® -Selling

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Perfect Close Workbook

Author: James Muir

Publisher:

Published: 2018-12-17

Total Pages: 163

ISBN-13: 9781790921799

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Master The Best Practice in Closing Sales Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. It is especially helpful for new and inexperienced salespeople and professionals who dislike the "stigma" of selling or find the selling process awkward or uncomfortable. In The Perfect Close: The Secret to Closing Sales you will learn: A simple method to closing that is nearly always successful (95% range), is zero pressure & involves just two questions. How traditional closing techniques damage trust & what you can do remain on emotionally higher ground. How to close more sales in way that makes clients feel more educated, in control and see you as a facilitator & consultant. A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage. How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business. A natural way to close that doesn't require that you change your personality or become someone you're not. How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments. How to add value on every sales encounter. Everything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today. Apply it yourself and discover how this simple technique along with being genuinely authentic creates the highest levels of success and happiness. This is more than a just a book. It's a sales training course that outlines step-by-step what you need to do to advance your sales to closure. If you are new to sales, make this the first book you read. It will teach you how to be effective immediately and will literally teach you the rest of the steps in your sales process. If you are an experienced professional looking for ways to improve your performance, this book will help take your closing skills to a whole new level. SPECIAL BONUSES! With this workbook you will get access to a load of complimentary online resources including: Electronic Version of All the Forms, models & figures, The Perfect Close Mind Map, Opportunity Research Forms, Encounter Planning Forms, Sample Meeting Agendas, The 21 Closing Secrets Reference Guide, Special Reports and much more. Praise for The Perfect Close Workbook "Master this material and it will change the way you sell, and... it will change your life. I have seen these methods used and perfected for over 20 years and I can tell you this is the real deal." - J. Kelly Skeen Vice President of Sales, NextGen Healthcare "This belongs on every single bookshelf of every single seller. It will give you the clarity, confidence and competence to make every sale more natural. The Perfect Close is one of my all-time favorites about selling. I can't think of any seller in any industry who wouldn't benefit by reading and applying The Perfect Close." - Deb Calvert President of People First Productivity Solutions and author of DISCOVER Questions Get You Connected "I have read literally hundreds of sales books and I would put The Perfect Close in my top ten. The Perfect Close Workbook will give you excellent ideas and tools to dramatically increase your sales effectiveness, I very highly recommend it." - John Spence, One of the top 100 Business Thought Leaders in America & author of Awesomely Simple

Eat Their Lunch

Author: Anthony Iannarino

Publisher: Penguin

Published: 2018-11-06

Total Pages: 242

ISBN-13: 0525537627

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The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

Author: Jeff Shore

Publisher: McGraw Hill Professional

Published: 2020-07-14

Total Pages: 260

ISBN-13: 1260462676

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Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.

Secrets of a Master Closer

Author: Mike Kaplan

Publisher:

Published: 2012-06-12

Total Pages:

ISBN-13: 9781938895128

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If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to read this book. Here's the deal: Selling is, at its core, isn't a patchwork of cheesy closing techniques, annoying high-pressure tactics, or gimmicky rebuttals. True salesmanship follows very specific laws, has very specific steps and stages, and leaves a customer feeling happy and helped. It's honest, respectful, enlightening, friendly, and done with real care. It's the type of selling that wins you not only customers, but fans. Not coincidentally, this is the type of selling that truly great salespeople have mastered. This is the type of selling that keeps pipelines full and moving, and that builds a strong, loyal customer base that continues to give back to you in the form of customer loyalty, reorders, and referrals. Well, that's what this book is all about. It will give you a crystal-clear picture of the exact steps that every sale must move through and why, and how to methodically take any prospect through each, and eventually to the close. And how to do it with integrity and pride. In this book, you'll learn things like... The eight precise steps of every sale. Leave any out, and you will struggle. Use them all correctly, and you will be able to close unlimited sales. The true purpose of the presentation and the crucial, often-missing steps that need to be taken first. If you're making the same presentation mistakes as most other salespeople, this chapter alone could double your sales. How to easily discover which prospects can use and pay for your product/service, and which can't. Time is your most valuable commodity as a salesperson, and if wasted, it costs you money. Know exactly when it's time to go for a close, and know how to smoothly create an abundance of closing opportunities. This is the hallmark of every master closer. Learn it, use it, and profit. Why it's a myth that you need to know multiple ways to close deals. Learn this one, simple method, and you'll be able to use it to close all of your sales. Simple formulas to turn any objection into a closing opportunity. Use them and never fear hearing a prospect's objection ever again. And a whole lot more This is more than a just a book, really. It's a step-by-step sales training course. Each chapter ends with precise exercises that will help you master each technique taught and each step of the sales process. If you are new to sales, make this book the first one you read, and you will greatly increase your chances for quick success. If you are a seasoned veteran and are looking for ways to improve your numbers, this book will help you make your sales goals a reality. SPECIAL BONUS FOR READERS With this book you'll also get a free "Road Map" from the author that lays out, in a PDF chart, every step and key principles taught in the book. Print it out and keep it handy because it makes for a great "cheat sheet" to use while selling, or just to refresh on what you've learned. Scroll up, click the "Buy" button now, learn the secrets of master closers, and use them to immediately improve your numbers

Don't Talk For Free

Author: John Reger

Publisher:

Published: 2021-05-18

Total Pages: 190

ISBN-13: 9781513660646

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Sales is an art and it is a passion. Those who are in sales are a different breed of people who are ambitious, determined, and self-driven. Closing a sale is a yearn, and salesmen do everything they can to achieve it. Do you know what it takes to be the greatest salesman? Don't Talk for Free is a book that focuses on three main points to close a successful sale. Nobody Walks Understand that your position is to sell the product or service to the client, and you must articulate your words to sound genuine and convincing. Customers are a gift, do not let them walk. Don't Talk for Free You are not an information booth. Do not waste the customer's time, and especially do not waste yours. Sharpen your skills to close the deal. Don't Leave Money on the Table Get the most out of your sales. Do not give away the kitchen sink. John Reger gives us his secret techniques in Don't Talk for Free. John started his first business at age 18 and made millions of dollars. He built detailed systems in the art of selling. This book is a glimpse into the numerous years of skills he has accumulated and the selling techniques he teaches in his companies. This book will help you put more money into your pocket. A step-by-step guide to get the best bang for your buck. These new tactics and skills will help you refine your sales techniques to exceed your expectations. Become a true salesman.

Knitting the Perfect Fit

Author: Melissa Leapman

Publisher: Potter Craft

Published: 2012-08-07

Total Pages: 162

ISBN-13: 0307965724

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This is the first book that delves deeply into easily mastered techniques that can be used to adapt and customise any project. Knitting the Perfect Fit is an invaluable guide for anyone interested in learning and perfecting shaping details in their knitting. Acclaimed designer and teacher Melissa Leapman distills one of her most in-demand workshops into an authoritative guide that will help knitters understand how designer details and shaping actually work. From a variety of necklines and arm details to different trompe l'oeil shaping techniques that offer a more slimming and flattering look to any garment no matter your body type. Each technique is thoroughly explained with tips and exercised and then showcased in 21 appealing projects that allow knitters to practise their new skills.