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Closing Is NOT Your Problem - The FIRST Fully Illustrated Guide to Selling!
The authors realized that despite billions of dollars being spent annually on sales training, only the top 20% of sales teams around the world, were closing most of the revenue (80% or more) causing stress on management and owners. This is called the 80/20 rule. The 80/20 rule has persisted and, until now, has never been solved. How do we get the rest of the sales team closing like the top salespeople? One of the discoveries they made was that most of the sales training focuses almost exclusively on closing. Of course, closing is important— that’s where the money is made. But there’s a great deal more to a sales process than closing. A simple, observable fact If so much money and time was being spent on improving sales, but the 80/20 rule was still a problem and the focus of that money and time was on closing, then closing must not be the problem! Through years of research, they found the focus on closing in sales training programs was in part causing the problem! Trying to close as the focus of sales training, along with the overall generational decline in communication skills has created a recipe for sales program failure. It has also made the 80/20 rule an even more solid reality. This book presents their research and combined 50+ years’ experience resulting in a new approach to selling, sales management and training. They have re-engineered the selling and sales process to solve the 80/20 problem!
226 pages, Kindle Edition
Published January 5, 2022
10 people are currently reading
30 people want to read
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Displaying 1 - 23 of 23 reviews
October 2, 2023
I read most of this book aloud to my husband on a road trip, and then later we finished it. He is constantly involved with business deals. Sales is a huge skill even in selling your business ideas, or as a parent getting kids in agreement to do things. We both found the data in this book very helpful and basic to any sales activity. I also really appreciate the way the book is laid out and presented. It is easy to digest and understand the concepts. Most importantly, my husband has improved his sales overall.
October 3, 2023
I love this book. It is very easy to read and to use what you read. I have been in sales for many years and found this book to offer real solutions to being a top salesperson. It also offers real solutions to get your sales people to also be top salespersons. It is easy to see that the authors of this book have real experience and real solutions. The book is worth 100X what I paid for it.
October 1, 2023
Very Well Laid Out !
From beginning to end, this book lays out the map to sales from A to Z ! If you're just a handyman selling yourself or an executive salesperson ....THIS IS THE MAP AND GUIDANCE to becoming and staying at the TOP of your game !
~ AG ~
From beginning to end, this book lays out the map to sales from A to Z ! If you're just a handyman selling yourself or an executive salesperson ....THIS IS THE MAP AND GUIDANCE to becoming and staying at the TOP of your game !
~ AG ~
October 1, 2023
100% worth it! Using everything in this book daily
It is my handbook for all of my sales because I am having a night and day difference since getting to read this!
It is my handbook for all of my sales because I am having a night and day difference since getting to read this!
October 1, 2023
5 stars!!!! would read again great book!!!📖🤩🤩
October 1, 2023
Excellent! This book is on point with techniques that will help take your business to the next level!!
October 3, 2023
This book is awesome! A true handling for my sales. At first as a salesman was sales were fantastic. As time went on I found myself stiffening up and sales dropping. I’ve been searching for something that lays out a truly workable process and this is it! Suddenly I find I can sell again, and I now can fix any portion of my sales as now I can truly define where I went astray.
October 2, 2023
This book gave me tools so that i have more confidence in approaching people. It was also good common sense in dealing with people which is within my standards of ethics. And I liked having the steps to guide me through the process.
October 5, 2023
I missed this book when it first came out in early 2022. Over the holidays, I was lamenting to a friend about the lack of a book on the basic most fundamental principles of selling. This was something I had been searching for over 30 years, first as a VP over marketing and sales in a software sales company, then managing a business training sales force, and more recently consulting solar companies nationwide on how to sell solar to homeowners.
The problems I was facing were how to teach the principles of selling to people without any sales experience, how to correct those salespeople who had been poorly or missed trained on sales previously, and how to revitalize the experienced sales professional who had lost their drive.
When my friend recommended that I take a look at the book, "Closing Is NOT Your Problem", the title alone resonated with me so much that I ordered it from Amazon, right on the spot.
It arrived a couple days after Christmas and within days I had read it twice. I incorporated these principles in my training of solar salespeople during the next 9 months to great results. With the inexperience new people I have them read this book before they start the rest of their sales training.
With the ‘experienced’ sales person who still had trouble selling consistently, I check them out on how each principle was applied to their last prospect who failed to close. The principle they failed to apply was focused on. With the old pros that no longer are performing to their full potential, I listen to their calls or sit in on their presentations and spot what principle they had dropped out and got them using it again.
The struggle and effort to get the more advanced sales skills and techniques comprehended and effectively used by salespeople has vanished and made my life easy. More importantly it has made selling easy for them and once again fun. Highly recommend it.
The problems I was facing were how to teach the principles of selling to people without any sales experience, how to correct those salespeople who had been poorly or missed trained on sales previously, and how to revitalize the experienced sales professional who had lost their drive.
When my friend recommended that I take a look at the book, "Closing Is NOT Your Problem", the title alone resonated with me so much that I ordered it from Amazon, right on the spot.
It arrived a couple days after Christmas and within days I had read it twice. I incorporated these principles in my training of solar salespeople during the next 9 months to great results. With the inexperience new people I have them read this book before they start the rest of their sales training.
With the ‘experienced’ sales person who still had trouble selling consistently, I check them out on how each principle was applied to their last prospect who failed to close. The principle they failed to apply was focused on. With the old pros that no longer are performing to their full potential, I listen to their calls or sit in on their presentations and spot what principle they had dropped out and got them using it again.
The struggle and effort to get the more advanced sales skills and techniques comprehended and effectively used by salespeople has vanished and made my life easy. More importantly it has made selling easy for them and once again fun. Highly recommend it.
October 16, 2023
Great read. If you want to sharpen the sword of closing the deal big or small place this weapon in your arsenal.
October 17, 2023
Such an amazing book! Will definitely help you increase your closing rate. Definitely recommend.
October 3, 2023
This book gave me the knowledge to up my game in sales. I am now able to meet my quotas and my conversion rate is substantially higher resulting in a higher level of satisfied clients and pay. I recommend the book.
October 3, 2023
This book gave me the knowledge to up my game in sales. I am now able to meet my quotas and my conversion rate is substantially higher resulting in a higher level of satisfied clients and pay. I recommend the book.
October 19, 2023
This book was so well written, the chapter format and layout was perfect and allowed me to truly understand and apply the concepts immediately! Highly recommend to anyone looking to level up their sales!
October 19, 2023
Closing is NOT Your Problem is a game-changer and masterpiece!! I’m newer to the world of sales and this was exactly what I needed in order to feel confident and really to tackle my goals. Would recommend!!!!
October 17, 2023
This is an amazing book! If selling is a major part of your business, you need this!
October 17, 2023
Love this book!
December 3, 2023
Great advice to elevate your sales process.
This book adeptly dismantles common misconceptions and sales pitfalls, offering practical advice to elevate your sales process. From starter to executive, it provides a comprehensive A-to-Z guide for success.
Excited to implement the insights gained and see the results! The content is easy to read, empowering me to approach prospects confidently and navigate the entire sales journey with effective communication and problem-solving techniques.
Highly recommended for anyone aiming to excel in sales.
This book adeptly dismantles common misconceptions and sales pitfalls, offering practical advice to elevate your sales process. From starter to executive, it provides a comprehensive A-to-Z guide for success.
Excited to implement the insights gained and see the results! The content is easy to read, empowering me to approach prospects confidently and navigate the entire sales journey with effective communication and problem-solving techniques.
Highly recommended for anyone aiming to excel in sales.
October 31, 2023
This book is a must-have for everyone, not only those in sales. While the concepts are sales-centered, they can absolutely be applied universally. In my business, we've applied the teachings to our sales, customer service, and coaching teams. It is written in such an easy-to-understand and approachable way that we also have all my management read it. I'd highly recommend this to anyone, it's worth it!
October 7, 2023
Great book!
Felt like I really got what I needed to put me over the edge into a real top tier closer. Thank you!
Felt like I really got what I needed to put me over the edge into a real top tier closer. Thank you!
December 3, 2023
I purchased this book and liked it so much I bought a few more to give coworkers! Highly recommend!
December 14, 2023
This book has some really good ideas, including a really easy to follow and use sales process. I spotted where I was going wrong in my sales and it is helping!
November 18, 2023
A friend recommended this book to me. I’m so glad I got it and read it. This book gave me to tools to take my closing from a low ratio to a high ratio. I’ve been able to hit my quotas 4 weeks in a row!!!
Displaying 1 - 23 of 23 reviews