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Product Description
Millions of people, in the United States alone, are employed in sales. They range from retail sales clerks and telemarketing representatives to sales executives whose smallest order runs well over a million dollars. No one book is ideal for all of them. Interactive selling is the strategy used by the most accomplished professionals in sales organizations that: (1) Sell to other businesses. (2) Expect to maintain an ongoing relationship with and to make future sales to its clients. (3) Sell tailored solutions developed from the company's portfolio of products, services, capabilities, and resources....If those three characteristics describe the kind of selling you do, you'll enjoy reading Close Like the Pros because it zeroes in on your world, addresses your challenges, and gives you the tools to be the highly ethical and outrageously successful salesperson you've always wanted to be. If you're in sales management, you'll discover here a system that's easily integrated into your existing sales processes, without altering existing structures and systems. In these pages you'll find insights that elude most salespeople, practices rarely spoken of by sales trainers, and a strategy that integrates your firm's selling and your customers' buying to achieve the kind of enduring client partnerships that have been the exception and can now become common.
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4.8 out of 5 stars (13 customer reviews)
2 of 2 people found the following review helpful
5.0 out of 5 stars
This is a salesman's/manager's must buy book, July 2 2008
By Reg Nordman "(K)nights on the Road" - Published on Amazon.com
This review is from: Close Like The Pros (Paperback)
If you are a seasoned sales person/manager who knows the pain of too many Nos or no answer proposals, this is your book. This is a fitting up to date replacement for the New Solution Selling. Marx has been there, dione that and got all the T-shirts,. It is a pure sales book which happily ignores completely the need for nurturing etc. But for pure in the trenches, gut feel selling this is the book. I took a while to read it as the title put me off. But boy was I was mistaken. Marx could have been listening in on many Rocket Builders consults wrto sales and the buyer's journey. He is so bang on. Some insights:* The salesperson gains power by empowering the buyer.
* Selling is tough but so is buying today.
* Your prospects want to buy, why would you be invited.
* Contracting is essential to set and maintain buyer expectations.
* What is the buyer doing to move the sale forward?
* Use half baked/straw man ideas before you present the maximum idea
* Use progress reports to show how far you have come
* A critical path details where you are going.
* There is no correlation between a rapid turnaround of a proposal and a good sale. None.
This is a salesman's/manager's must buy book.
1 of 1 people found the following review helpful
5.0 out of 5 stars
"Close Like The Pros" by Steve Marx, had an impact on me, Aug 20 2007
By James McVay "Jim McVay VP McVay Media" - Published on Amazon.com
This review is from: Close Like The Pros (Paperback)
I don't hide the fact that I go against the grain in my search to improve procedures and systems to super serve clients while strengthening a company's bottom line. In that quest, a book called, "Close Like The Pros" by Steve Marx, had an impact on me. It's the closest strategy that I have found to date that I totally agree with in terms of real and realistic sales. "Close Like The Pros" is not a sales style, but rather a sales strategy for sales professionals who already understand why and how you should focus on customer needs. The book explains that providing the focus, power, and direction for the sale are important points to make during the sale. Oftentimes, management forces their own sales style on other members of their team and loses focus of the common goals to fill the client's needs while generating revenue for your company.
5.0 out of 5 stars
Close like the Pros, Nov 5 2007
By Tom Pierce - Published on Amazon.com
This review is from: Close Like The Pros (Paperback)
I can't speak for every industry but it's dead on for the media industry. When we look at the diminishing number of clients or prospects that have a solid respect for what we do, many of the answers (the little things) are in this book.
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