- Paperback: 240 pages
- Publisher: Amacom; 1 edition (Oct 15 2006)
- Language: English
- ISBN-10: 0814473997
- ISBN-13: 978-0814473993
- Product Dimensions: 22.9 x 15.5 x 1.9 cm
- Shipping Weight: 340 g
- Amazon Bestsellers Rank: #615,546 in Books (See Top 100 in Books)
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Product Details |
Product Description
Review
"Bennett dishes up a wealth of both closing and consultative advice in his worthwhile book. He teaches salespeople not only how to close more sales, but also how to build lasting client relationships. Using his proven strategies and unique approaches, salespeople are certain to view the sales process in an entirely new light."
-"Agent's Sales Journal"
Book Description
For the consultative salesperson, closing can be a tricky business. Complete with effective closing phrases and questions, this indispensable guide lays out a step-by-step plan for sealing the deal and gives readers the tools they need to make the sale--and keep their customers.
Traditionally, strategies for closing sales have involved pressuring customers, countering their stalling tactics and overcoming their objections--behaviours 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 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; and use visualization techniques that take clients past the moment of closing.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
4.2 out of 5 stars (4 customer reviews)
3 of 3 people found the following review helpful
4.0 out of 5 stars
Useful, step-by-step guide to help you finally seal the deal, Aug 30 2007
By Rolf Dobelli "getAbstract" - Published on Amazon.com
This review is from: Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale (Paperback)
Often, salespeople - even those who already practice "consultative" selling - are reluctant to ask for the sale because they don't want to jeopardize a client relationship they've worked hard to develop. Yet, the whole point of developing the relationship is to generate sales. Sales trainer Greg Bennett offers a solution to this conundrum in the form of his "mini-steps" sales approach. He explains how salespeople can break the sales process down into small, actionable steps, to help the client buy into it and advance the sale, without appearing self-serving or pushy. His system reworks existing sales practices, so some of his concepts may feel familiar, but he points out that many salespeople, and even sales managers, are too comfortable living in "Maybe-Land." He advocates taking up permanent residence in "Reality-World" by asking for an answer, even if that answer is "no." We encourage those who want to refine their consultative-selling techniques to read Bennett's book.
3 of 3 people found the following review helpful
4.0 out of 5 stars
Practical Plan, May 7 2007
By J. Avellanet "author of Get to Market Now!" - Published on Amazon.com
This review is from: Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale (Paperback)
Drawn from decades of selling situations and experiences, this book lays out a 3-part method to improving professional sales:1. Working from a set of mini-steps to achieve buy-in
2. Recognizing that "no" is always better than "maybe"
3. A set of mini-steps for after the sale
The book also has a wonderful story on replacement window-buying, and having just lived through that "process," I found his insights spot on.
Unfortunately, the book has several minor weak points that keep it from the 5-star rating:
* Out of 200+ pages, only 10% cover the 3rd and final step in the method (post-sale mini-process).
* There is significant repetition (a paragraph or two on how clients and salesmen want to avoid conflict must be in every chapter at least once).
* Large parts of the book are written specifically for the small business owner; other sections clearly just for the dedicated salesman or sales manager. Depending on your role, you can skim.
That said, the first two out of three steps are incredibly well developed and very powerful tools. Thus, four stars.
J. Avellanet, Co-Founder of Cerulean Associates LLC
5.0 out of 5 stars
Subscribe To Greg Benett's Blog, Oct 15 2010
By Bill Swansen "Bill Swansen, Author & Employme... - Published on Amazon.com
Amazon Verified Purchase(What's this?)
Greg Bennett is a entertaining speaker and writer. We had him speak at our annual sales meeting and I bought his book for my entire sales team. Best investment I ever made.Greg produces a blog called "The Ugly Pond" which is one of the few sales related blogs I subscribe to and anticipate receiving each month.
Greg writes in a easy to read and concise manner and is very entertaining. If you don't invite him to your next sales event you are missing out on a very insightful and entertaining opportunity.
Buy this book then contact Greg. I'm sure that after talking to him you will be as excited as I am about adopting his sales strategy and following his blogs.
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