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Close the Deal: 120 Checklists for Sales Success Paperback – December 30, 1998


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Close the Deal: 120 Checklists for Sales Success + Sandler Success Principles : 11 Insights that will change the way you Think and Sell + Five Minutes With VITO
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Product Details

  • Paperback: 336 pages
  • Publisher: Basic Books (December 30, 1998)
  • Language: English
  • ISBN-10: 0738200387
  • ISBN-13: 978-0738200385
  • Product Dimensions: 8.2 x 5.4 x 0.9 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (22 customer reviews)
  • Amazon Best Sellers Rank: #258,290 in Books (See Top 100 in Books)

Editorial Reviews

Amazon.com Review

Close the Deal is bursting with hot leads for sales pros looking to sharpen their skills and win more customers. Authors Sam Deep and Lyle Sussman show how to capture sales without being pushy or arrogant. Deep, a consultant from Pittsburgh, and Sussman, a management professor at the University of Louisville, believe that the essence of selling is sticking to a system. "Masterful sales professionals are neither lucky nor gifted," they write. "They do not dream, wish or hope for victory. They go out and make it happen." The book is based on programs developed at the Sandler Sales Institute, a noted Maryland firm that trains thousands of sales professionals around the country. The authors contend that three keys to successful selling are asking the right questions, making supportive presentations, and finding exactly how to eliminate roadblocks or "pain" for customers. "There is only one reason you will sell anything: your ability to reduce a buyer's pain," the authors write. "You can't reduce pain if you don't know what it is. Buyers will tell you if you ask correctly." The book is easy to read and full of practical advice and tips. The authors provide 120 lists on topics like "Fifteen Steps to Better Listening," "Seven Fears all Buyers Have," and "Fourteen Ingredients of a Winning Proposal." Salespeople will find a powerful ally in Close the Deal. The book is a blueprint for finding and analyzing buyers, determining their needs, and getting the sale. --Dan Ring

About the Author

Sam Deep is a consultant and trainer from Pittsburgh. Lyle Sussman, Ph.D., is Professor of Management at the University of Louisville. Their other books include Yes, You Can! (80,000 sold) and What to Say to Get What You Want (60,000 sold). The Sandler Sales Institute provides sales training through its national network of 180 affiliates. Sam Deep is a consultant and trainer from Pittsburgh. Lyle Sussman, Ph.D., is Professor of Management at the University of Louisville. Their other books include Yes, You Can! (80,000 sold) and What to Say to Get What You Want (60,000 sold). The Sandler Sales Institute provides sales training through its national network of 180 affiliates.

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Customer Reviews

I recommend that you read this book and take notes at the same time.
Scott Sylvan Bell
If you are like most sales people and are having a hard time getting more yes than no's this is the book for you.
BookGurl
Being very skeptical of the checklist format, this book, frankly, seemed like a "salesman cookbook" scheme.
Curtis Gray

Most Helpful Customer Reviews

24 of 25 people found the following review helpful By Curtis Gray on April 4, 2005
Format: Paperback
I reluctantly purchased this book based on previous reviews. Being very skeptical of the checklist format, this book, frankly, seemed like a "salesman cookbook" scheme. Well, I was wrong. It took a little getting used to, but this book is written in a way that helped me learn to sell my company's products and services.

Just so you know, I basically flunked IBM sales school for engineers way back in 1991. Some of the information IBM taught stuck because, frankly, it is very good. However, even with IBM sales school (acknowledged as one of the best on the planet), I just did not grasp selling and never took up a career in selling. For all intents and purposes, I am brand new to this.

I took this book, and in one week, created a powerful prospecting script. That script, which I created almost word for word from the book, with the exception of items specific to my business, has helped to land two great new customers in only two weeks. That is not to say that it will happen the same way with everyone, but the writers have a sublime grasp of how to talk to people, remain honest, and influence them; so long as you have a sellable product or service. As the authors point out, selling is not about the product or service, but about the seller of the product or service. The suggestions in this book for how to get pass a receptionist and how to conduct a prospecting call are direct, easy to understand, and greatly helpful.

It is not necessary to read this book from cover to cover. Many of the lists have references to other lists. It turns out that, with this book, this was the best way for me to learn to sell. It can be used while you are on the phone and to brush up just before making a call.

This book is highly recommended for anyone new to selling.
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17 of 18 people found the following review helpful By Wayne Schulz on November 15, 2001
Format: Paperback Verified Purchase
This book is written so that you can get short lists of helpful tips on sales. I thought it was going to be more of a handbook of checklists - instead it is many, many different topics arranged by subject.
There is a companion tape set that you can get from Nightingale which has the same graphics on the cover but expands a little more on the content.
Overall I've found myself referring to the checklists inside this book a lot more than I initially thought I would - perhaps because the format lends itself to quick reading and re-reading.
Sandler Sales Institute is a national franchise which has an interesting and different perspective on the sales process.
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20 of 23 people found the following review helpful By Dan Seidman VINE VOICE on May 14, 2000
Format: Paperback
If you struggle with specific areas - that you can identify - in your sales life, this is a superb read. The checklists are incredibly thorough. The selling system that this is based upon has been called the '...best kept secret in sales training.' by Selling Power Magazine. If you can't make some money off the wisdom of this book, you probably don't belong in sales anyway. Forget the low price, it's probably the best book on selling available today.
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7 of 7 people found the following review helpful By Michael Desmond on March 5, 2003
Format: Paperback
Take the [$] Sandler Sales Jump Start training class and this is the book derived from it. Only thing missing is the class room participation. Put the two together and you've got something, buy just the book and you really only have 1/4 of the knowledge.
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7 of 8 people found the following review helpful By sayed omar on July 22, 2000
Format: Paperback
i read alot of books in sales and marketing but this book is somethig different, it is easy to understand,clear,practical, and contain every thing a salesman need in his life. this book is the treasure but we have to dig to find it, and i hope one day all universities study this book. this book is the revolution of sales and marketing book, so take carw when you see some one have this books, because he know what he does.
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2 of 2 people found the following review helpful By Scott Sylvan Bell VINE VOICE on March 26, 2009
Format: Paperback
I read just about every sales book, I can get my hands on. This is a great one tat will help you. Yes it is written in a checklist format and some of the ideas may not apply to you, but what if some of them do. That means they may be something that you can use. If it doesn't apply to you skip it. There are many great ideas that you will be able to use, some of them you may be using already. I recommend that you read this book and take notes at the same time. I started by reading one checklist or idea a day, if it didn't apply to me I read another. The real important question is what if the information is needed 6 months from now? The information that I gained can be used if I switched industries. There is no quick fix for sales dips but there are ways to avoid them and reading this book will help.
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1 of 1 people found the following review helpful By Roger B. Matthews on December 24, 2012
Format: Kindle Edition Verified Purchase
This book is a terrific summary of all the concepts taught in the Sandler System.
It really could be the course manual.
Just an excellent job giving great details of all the concepts.
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1 of 1 people found the following review helpful By BookGurl on May 29, 2011
Format: Paperback Verified Purchase
This is a great book, I have worked in sales all my life, from selling kitchens, cable plans,products, retail and have yet to find a better source than this one. Before I bought this book I was skeptical from reading all of the other reviews, and thought that it really wouldn't help me, but decided to buy it out of curiosity. So after being in sales for so long the bottom line for each and every person is to walk away with a relationship or a check. Many times neither happens. I have to say that this book addresses every question, rebuttal that i have either received or have yet to experience. for me personally it had really prepared me for those awkward moments of silence you get when you get that one person trying to give you a hard time, or the ones that know they need your products but refuse to say yes. If you are like most sales people and are having a hard time getting more yes than no's this is the book for you.
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