Customer Reviews

Close the Deal: 120 Checklists for Sales Success

5 star:		(10)
4 star:		(2)
3 star:		(1)
2 star:		(0)
1 star:		(3)

 

 

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.

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.

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.

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.

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.

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.

A great book of useful sales tips. This is a great reference book for quick sales solutions. I think Sandler Sales Institute also has another book which I read last year. These non-traditional sales strategies really hit the mark.

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.

I purchased this book, only on page 32 had to write a review. Just ordered another for my spouse. Great Should i say more

This book is structured as a compendium of lists on things such as how to make a cold call to how to manage your attitude. Many good ideas and useful for reference.