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The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale
A leading authority on sales and customer service reveals how to close the deal on your terms.
This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms.
The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you'll master closing the sale in just five steps.
- Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership
- Contains essential advice from the leading authority in sales and customer service
- Teaches you how to ask the right questions to close the sale
This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms.
The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you'll master closing the sale in just five steps.
- Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership
- Contains essential advice from the leading authority in sales and customer service
- Teaches you how to ask the right questions to close the sale
80 pages, Hardcover
First published December 7, 2015
6 people are currently reading
137 people want to read
About the author
Jeffrey Gitomer
157 books327 followersAUTHOR.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.
OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.
BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.
IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.
ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.
TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.
SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.
SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.
AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.
SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.
"I give value first. I help other people.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.
OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.
BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.
IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.
ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.
TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.
SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.
SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.
AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.
SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.
"I give value first. I help other people.
Ratings & Reviews
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Community Reviews
Displaying 1 - 12 of 12 reviews
February 1, 2016
It took me about an hour to read through the whole book. Not a lot of original content, lots or repetition. Worse yet, lots and LOTS of self quoting by the author.
The book is full of one page quotes reiterating a point, or quotes intermingled within the text, all by the author himself and quoted as if they originate by a sales guru.
It had some good points, but I didn't get anything fantastic or exciting out of it.
The book is full of one page quotes reiterating a point, or quotes intermingled within the text, all by the author himself and quoted as if they originate by a sales guru.
It had some good points, but I didn't get anything fantastic or exciting out of it.
February 19, 2021
Engaging and quick read to gain knowledge in the art of closing the sale. It doesn't dig in too deep but it has some helpful tips and tricks if you work in a sales role. I appreciate the authenticity of the writing and the relatability of the content to a variety of fields.
It's a bit basic in nature and somewhat repetitive at times, but overall a good read.
It's a bit basic in nature and somewhat repetitive at times, but overall a good read.
June 3, 2019
Goodness. The fact Gitomer's name is on the title page TWICE speaks volumes to what you'll come across throughout the book as well. Every 3rd page or so is another quote that Jeffy-boy takes credit for, and makes sure to put his name underneath, lest anyone forget it's HIS book.
That being said, there's some solid content. Looking past the "git-bits" in which he tries to continue to sell other online products of his, I did find some noteworthy material.
All in all, not very powerful for an experienced sales person. But if you're new and want a quick look into how to sell and maintain that buyer relationship, this book is worth 60 minutes of your time.
That being said, there's some solid content. Looking past the "git-bits" in which he tries to continue to sell other online products of his, I did find some noteworthy material.
All in all, not very powerful for an experienced sales person. But if you're new and want a quick look into how to sell and maintain that buyer relationship, this book is worth 60 minutes of your time.
December 25, 2019
O Jeffrey é uma grande autoridade quando se trata de vendas, mas senti que esse livro parece um resumo muito simples das suas ideias. Tem dois ou três insights válidos, que são repetidos exaustivamente ao longo de suas páginas.
Infelizmente não chegou nem perto das minhas expectativas.
Infelizmente não chegou nem perto das minhas expectativas.
April 10, 2019
Well.
Great litterature. Nope. This ain’t so.
But definitely a top or two that I will act upon!
Great litterature. Nope. This ain’t so.
But definitely a top or two that I will act upon!
January 31, 2023
Gitomer is one of the best coaches in sales management his book is really rewarding. His way of explaining is understandable and enlightening. You can learn so much of this book. I advise it 😌
January 27, 2022
Although the book was short and finished in a single sitting, it was painful to read and I only gleaned one valuable concept from this overeager travesty. Reading this book was like having Jeffrey sit in my living room and yell directly into my ear about how I suck at closing as he frantically repackages the ideas and concepts of more articulate and well-studied authors. ZERO out of five
February 22, 2017
It was ok. seemed like a lazily put together book, but it did have some good advice. It seemed very pretentious of the author to dedicate entire pages to large font quotes of things he says. I've seen other people use quotes, but they usually quote other people, not themselves.
February 11, 2016
Book Review: The Very Little but Very Powerful Book on Closing, Jeffrey Gitomer. Wiley (ISBN13: 9781118986523)
This compact volume is pure Gitomer- pulls no punches and places the responsibility right on YOU!
I’ve never liked the term ‘close the sale’; you close a door… and sales are open doors if doors at all.
Very practical suggestions to establish a respectful and mutually beneficial selling relationship are sprinkled all through the book.
Perfect to pop open and use during sales meetings.
Just as appropriate to dive into when your confidence starts to flag.
Good handselling title.
I’d suggest it as a graduation gift- can apply just as well to interviews when the product you sell is yourself.
This compact volume is pure Gitomer- pulls no punches and places the responsibility right on YOU!
I’ve never liked the term ‘close the sale’; you close a door… and sales are open doors if doors at all.
Very practical suggestions to establish a respectful and mutually beneficial selling relationship are sprinkled all through the book.
Perfect to pop open and use during sales meetings.
Just as appropriate to dive into when your confidence starts to flag.
Good handselling title.
I’d suggest it as a graduation gift- can apply just as well to interviews when the product you sell is yourself.
January 10, 2016
A very good but very short book about closing. It had a few parts that are good references. Some of the material you can get for free on Gitomers website. I'm sure I'll keep it for reference but I wouldn't pay cover price for it.
February 29, 2016
This was a teeny little book on closing a sale. It was moderately helpful and seemed to apply to any sake that you might try to make. Reading it gave me some ideas to improve my copywriting.
September 1, 2016
The title is absolutely accurate. This is a very short book but it is also a great book for anyone who aspires to be a sales professional.
Having read it, I will now use this book.
Having read it, I will now use this book.
Displaying 1 - 12 of 12 reviews