Consultative Closing: Simple Steps That Build Relationships And Win Even the Toughest Sale

by Greg Bennett

Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections -- behaviors 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 up 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 * 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
* use visualization techniques that take clients past the moment of closing Complete with effective closing phrases and questions, this indispensable guide gives readers the tools they need to make the sale, and keep their customers.

Genres: Business

242 pages, Paperback

First published November 1, 2006

Reviews

[Jamie from The Doer Co · Rating 4 out of 5]

Solid book even intermediate+ sellers can learn from