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Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere
June 12, 2012
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:
At its core, selling 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.
Learn how to smoothly create an abundance of closing opportunities, and know when to act on them and close. 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.
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:
At its core, selling 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.
Learn how to smoothly create an abundance of closing opportunities, and know when to act on them and close. 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.
146 pages, ebook
First published June 11, 2012
693 people are currently reading
480 people want to read
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Displaying 1 - 29 of 29 reviews
December 13, 2014
Terrible Formating
I wanted to read this book because of the reviews but became so distracted by the formatting, capitalization, and punctuation that I had to stop.
I wanted to read this book because of the reviews but became so distracted by the formatting, capitalization, and punctuation that I had to stop.
May 1, 2023
Enjoyed this read on developing a sales roadmap. Each step in the sales cycle is gone through with an appropriate level of detail and enough examples to get the points across. Easy to read and digest, and the exercises at the end of each chapter help reinforce understanding of concepts and practice. Other book notes below:
Sales Roadmap:
Introduction
Qualification
Problem Found
Wants Problem solved and wants to hear solution
Attention directed to product features/benefits
Aware of product and how it solves problem
Wants product
Buys product
Three types of sales people
Order Takers - simply respond to preset requests to fulfill orders. Lack persuasion.
Presenters - very knowledgeable of product or service, and can steer client towards best fit, but struggles closing the sale.
Closers - confident in all phases of sales process, as presentation is only one of several skills to close the sale
Sales is getting a series of “yes” responses ultimately leading to a close.
You don’t have to be born with these skills, but if these traits aren’t your natural traits, you will need to learn to assume them to be an effective CLOSER.
Conviction - absolute confidence in the service you are selling.
Honesty - never appropriate to lie.
Control - must be willing to positively control the prospects attention.
Interested - must be sincerely interested in prospects and in solving their problem.
Energetic - mentally prep for each day, approach each opportunity with energy, keep themselves in good mental and physical shape. Do not allow themselves to be dull or uninspired.
Positive Outlook - confident with an attitude of “I want the sale, but don’t have to have it”. Approach sales positively.
Problem Solver - ability to solve any issue prospect presents with professionalism.
Persistent, Hardworking, goal-oriented, focused, high standards, initiative, knowledgeable, team player, responsible.
When sales drop, figure out what changed just prior to the drop and fix it, or temporarily stop trying to close and focus on prospecting or customer relations calls to regain confidence.
Sales Roadmap:
Introduction
Qualification
Problem Found
Wants Problem solved and wants to hear solution
Attention directed to product features/benefits
Aware of product and how it solves problem
Wants product
Buys product
Three types of sales people
Order Takers - simply respond to preset requests to fulfill orders. Lack persuasion.
Presenters - very knowledgeable of product or service, and can steer client towards best fit, but struggles closing the sale.
Closers - confident in all phases of sales process, as presentation is only one of several skills to close the sale
Sales is getting a series of “yes” responses ultimately leading to a close.
You don’t have to be born with these skills, but if these traits aren’t your natural traits, you will need to learn to assume them to be an effective CLOSER.
Conviction - absolute confidence in the service you are selling.
Honesty - never appropriate to lie.
Control - must be willing to positively control the prospects attention.
Interested - must be sincerely interested in prospects and in solving their problem.
Energetic - mentally prep for each day, approach each opportunity with energy, keep themselves in good mental and physical shape. Do not allow themselves to be dull or uninspired.
Positive Outlook - confident with an attitude of “I want the sale, but don’t have to have it”. Approach sales positively.
Problem Solver - ability to solve any issue prospect presents with professionalism.
Persistent, Hardworking, goal-oriented, focused, high standards, initiative, knowledgeable, team player, responsible.
When sales drop, figure out what changed just prior to the drop and fix it, or temporarily stop trying to close and focus on prospecting or customer relations calls to regain confidence.
January 1, 2019
Like most self-help book, one can always glean information from the text. The 8 step program illustrated is an interesting look at the science of selling. Kaplan goes over concepts many of us have heard when we get that sales call we’ve been dreading.
As a consumer who has had many of the techniques used against him at one time or the other, I’d like to add, when it comes to a call back, when the customer says two months, it means two months, not two days or two weeks, two months. Many salesman/woman have lost sales with me because they can’t read a calendar.
Other than that, it’s a decent read.
As a consumer who has had many of the techniques used against him at one time or the other, I’d like to add, when it comes to a call back, when the customer says two months, it means two months, not two days or two weeks, two months. Many salesman/woman have lost sales with me because they can’t read a calendar.
Other than that, it’s a decent read.
April 1, 2022
great practical sales methodology
It’s a great book with a begging to end process on how to sell. I’m devouring these types of books lately and this one was no different. He teaches each step of his 8 step Plano to sell with practice exercises at the end of each chapter. I recommend even of you are not a sales person… we are all sales people in one way or another. Gotta read it again and put the exercises into practice . 😀
It’s a great book with a begging to end process on how to sell. I’m devouring these types of books lately and this one was no different. He teaches each step of his 8 step Plano to sell with practice exercises at the end of each chapter. I recommend even of you are not a sales person… we are all sales people in one way or another. Gotta read it again and put the exercises into practice . 😀
April 29, 2022
Masterclass on Sales
I learned so much from this book and already closed sales from working his roadmap. I now see where I have messed up in the past and where I can improve. I would recommend this book for anyone interested in sales. Mike does an excellent job with the flow of this book. I will definitely have to reread it and work it as there is a lot to digest. Thanks for writing this, Mike!
I learned so much from this book and already closed sales from working his roadmap. I now see where I have messed up in the past and where I can improve. I would recommend this book for anyone interested in sales. Mike does an excellent job with the flow of this book. I will definitely have to reread it and work it as there is a lot to digest. Thanks for writing this, Mike!
July 19, 2021
BEST SALES BOOK EVER!!!
This book gives a logical, step by step process for achieving closings. It is TRUE...you have to work the steps in order to close. Know them like the back of your hand & use them consistently. I’ve read tons of good sales books, but THIS ONE IS EXCEPTIONAL. My all-time favorite. Don’t waste another moment...read this right NOW!!
This book gives a logical, step by step process for achieving closings. It is TRUE...you have to work the steps in order to close. Know them like the back of your hand & use them consistently. I’ve read tons of good sales books, but THIS ONE IS EXCEPTIONAL. My all-time favorite. Don’t waste another moment...read this right NOW!!
April 4, 2023
Good for basic 101 sales, but less relevant in more complex conceptual selling, having to deal with multiple stakeholders and different personality types. Some of the techniques used, could even result in sales calls coming to an end, as they would be perceived as annoying.
August 3, 2017
Good book with fundamental sales techniques
This is a good book for any sales professional to read to just revisit and brush up on fundamental sales techniques.
This is a good book for any sales professional to read to just revisit and brush up on fundamental sales techniques.
September 9, 2017
It makes some good points but not enough details.
This entire review has been hidden because of spoilers.
October 20, 2019
Beautifully written process based book. Just breathtaking and beautiful. Loved every aspect of it.
June 4, 2020
Pretty decent sale tactics here. Also less pushy (read sleazy) tactics taught in this book compared to others
September 14, 2020
Great book
Will definitely help close sales. Well written, and laid out. Step by step process on making more sales. Definitely worth the read
Will definitely help close sales. Well written, and laid out. Step by step process on making more sales. Definitely worth the read
November 28, 2020
Loved it
Lots of great information and it was great investment this has definitely helped me make more money. I strongly recommend
Lots of great information and it was great investment this has definitely helped me make more money. I strongly recommend
July 23, 2022
Amazing book with pre made templates. Great for beginners highly recommended.
Read
March 12, 2025This would be interesting for someone brand new to cold calling sales versus anyone senior in sales, or helpful to those coaching brand-new-to-sales employees.
January 22, 2026
very in-depth and well put together book
I am rather annoyed that I found this book after blowing out my first sales job. I would’ve done so much better had I had this book.
I am rather annoyed that I found this book after blowing out my first sales job. I would’ve done so much better had I had this book.
February 12, 2017
Too sales-y
For me it was a typical sales book with typical sales techniques that don't work and are the reason people hate salespeople.
Here's a couple examples: 1. Script for getting past the gatekeeper: "I have a note on my desk to call Mr. Jones. Can you connect me?". Its a lie and you don't need to lie to be succesful in sales.
Script for Vm: "I'm calling about your insurance premium. Please return my call as soon as possible". If I returned a call like this and it was a sales call I would flip out.
These are typical old school techniques that give the rest of us a bad name. So, I'm not of fan of the book.
For me it was a typical sales book with typical sales techniques that don't work and are the reason people hate salespeople.
Here's a couple examples: 1. Script for getting past the gatekeeper: "I have a note on my desk to call Mr. Jones. Can you connect me?". Its a lie and you don't need to lie to be succesful in sales.
Script for Vm: "I'm calling about your insurance premium. Please return my call as soon as possible". If I returned a call like this and it was a sales call I would flip out.
These are typical old school techniques that give the rest of us a bad name. So, I'm not of fan of the book.
January 1, 2014
This is the first sales book I've ever read and it helped show the process of going from a lead to closing the sale. Although I'm not a 'salesman' it will definitely ehlp when attending trade shows and other sales-like opportunities.
Favorite quotes:
1. "Before a closer will sell prospects [their] solution, she has to first find their problems."
2. "Always give the benefits when mentioning features. Features should never be presented alone."
Favorite quotes:
1. "Before a closer will sell prospects [their] solution, she has to first find their problems."
2. "Always give the benefits when mentioning features. Features should never be presented alone."
July 19, 2014
This had wonderful advice along with a good, sturdy plan for being the best in the business world at closing deals. It was clear and easy to understand, had multiple examples from the author's own experience to illustrate points, and generally illuminated concepts that I didn't know or didn't understand previously. I highly recommend this to anyone interested in business and more specifically in sales. It's an excellent book to have in your collection.
November 1, 2016
Mike Kaplan provides an easy to follow guide into the world of sales. Its a good book on the basics and some of the frame of mind that will be necessary to make it to the finish line. It is aimed to satisfy all levels so the entry level gets the larger share of the pie here. A lot of the sales techniques discussed in the book are not for selling to the most sophisticated of people but then again it is an entry level guide and provides the gross path rather than the refined road.
April 14, 2016
Very through and manageable if you truly want to be a MASTER CLOSER
Great read. Looked forward to reading more every time I picked it up where I left off. DO THE EXERCISES. Literally brands the process and gives you better understanding of each step. Looking forward to utilizing this book for my endeavors. Thanks Mike!
Great read. Looked forward to reading more every time I picked it up where I left off. DO THE EXERCISES. Literally brands the process and gives you better understanding of each step. Looking forward to utilizing this book for my endeavors. Thanks Mike!
September 8, 2014
Well, it was ok! Especially after reading Ziglar's book (Secrets of Closing The Sale) which it looks like that the author did summraise what was there as a "PRESENTATION" while it was more fun and enjoyable there..
However, this could be used as notebook to go through quickly once in a while..
However, this could be used as notebook to go through quickly once in a while..
March 22, 2016
Really good book to teach you how to sell.
Top notch writing and examples of numerous objections and how to overcome and make the sale. I hop to be unstoppable in my endeavour to become a lead car salesman.
Top notch writing and examples of numerous objections and how to overcome and make the sale. I hop to be unstoppable in my endeavour to become a lead car salesman.
October 14, 2022
Good read, a little dated but concepts apply
Very quick read, has outline at end of book. Also has questions to review at the end of each chapter. Worth reading once all the way through then a second time to apply to your industry
Very quick read, has outline at end of book. Also has questions to review at the end of each chapter. Worth reading once all the way through then a second time to apply to your industry
January 26, 2016
I think everyone should read a book like this whether they are in sales or not. Want that date? That new job? A paid day off? Follow these eight steps and close.
February 13, 2016
Horribly written and forgettable.
Still some good information contained within its pages though IF YOU CAN MAKE IT THROUGH ALL THE CAPITALS.
Still some good information contained within its pages though IF YOU CAN MAKE IT THROUGH ALL THE CAPITALS.
September 7, 2016
Great book!
Any person in sales should read this. Great content and not too long. Reading it again! Very fundamental and practical
Any person in sales should read this. Great content and not too long. Reading it again! Very fundamental and practical
January 2, 2017
Very good for people who have not any knowleged about selling.
January 17, 2015
No me convencio mucho que digamos...
Displaying 1 - 29 of 29 reviews