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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
Excellent format for fast, effective access to truly useful information and guidance. 'Close the Deal' is an outstanding book to have at the ready as a reference for all levels of... Read morePublished 7 months ago by EricP
At every sales visit to a client, check this book first before you walk in. It is a must have!Published 15 months ago by Amazon Customer
Love this book, we use it in our sales training and have really learned a lot from it. Highly recommend it.Published 16 months ago by Cindie Lee
I found this book to be easy to read, enjoyable and quite informative. A recommended read for sure to anyone looking to up their game and enhance their knowledge base.Published 18 months ago by @brett_hoover
Didn't know it was completely a checklist, but it is still superb quality stuff. Good for entrepreneurs, biz owners, and sales people.Published 18 months ago by Quentin Mike'l Freeman
I got 10 copies of this for a sales team. It is useful for beginners and seasoned sales reps.
Very readable, and designed to take ACTION!
This book is a terrific summary of all the concepts taught in the Sandler System.
It really could be the course manual. Read more