The Complete Idiot's Guide to Closing the Sale [Paperback]

Keith Rosen MCC (Author)

Book Description

Publication Date: February 6, 2007 | Series: The Complete Idiot's Guide

Traditional and gimmicky closing techniques are dead. Never be scared or reluctant to ask for the sale again and enjoy the confidence and peace of mind in knowing you have a process that works. Tap into Keith Rosen's unique, permission based approach to having a selling conversation with your prospects that fits your style of selling rather than having to 'pitch and close.' This book gives you the edge over your competition by showing you, step by step, how to get to "Yes" more often by aligning your selling approach with the prospect's preferred buying process and communication style without any pressure, manipulation or confrontation. You'll also get exactly what to say in any selling situation as well as the dialogue that the world's greatest salespeople use to defuse objections, ask for the sale and close the deal. Plus, over 100 case studies, templates and scripts you can use with Keith's powerful process driven selling approach.

Discover:
. The five steps that make your sales presentations objection-proof.
. A step-by-step system that prevents cancellations, improves client retention and boosts referrals.
. Proven, permission based closing strategies that get more prospects to "Yes."
. The real reasons for price objections and why dropping your price will lose the sale.
. Three steps to defuse every objection; especially the ones you create.
. Questions you're not asking that turn more prospects into clients.
. Effective negotiation strategies.
. A proven method to boost your confidence and self esteem; permanently.

--This text refers to the Kindle Edition edition.

Editorial Reviews

Review

"Keith Rosen challenges conventional wisdom about closing the sale by offering fresh, tactical selling principles that anyone can use to get better results while becoming more comfortable and confident in their selling efforts. Keith''s unique, permission based approach to closing not only enhances the salesperson''s chances for success, but also helps the prospect''s decision making process without any pressure or manipulation. Readers learn a proven step-by-step approach for turning a ''pitch'' focused sale into a ''ROI-driven'' conversation that''s virtually objection-proof. This book will give the reader a competitive edge, and it will bring back the joy of closing more sales faster than ever before."
ùGerhard Gschwandtner, Founder and Publisher, Selling Power

From AudioFile

Going beyond strategies and scripts, a veteran sales trainer and executive coach explains the internal conversations and attitudes one needs to make sales relationships genuine and productive. Rosen is an expert at explaining sales skills such as recognizing the flow of a sales conversation or speaking a language the customer is ready to hear. His points are announced at the beginning of each track (if not on the CDs or package), and each idea is illustrated with dialogues or case studies. Rick Plastina does fine work spelling out the conceptual and practical segments. He sounds less natural when heÕs handling dialogue or adding emotional emphasis. His trying too hard to improve perfectly good writing distracts from the wisdom in this well-organized lesson. T.W. © AudioFile 2008, Portland, Maine-- Copyright © AudioFile, Portland, Maine --This text refers to an out of print or unavailable edition of this title.

Product Details

• Reading level: Ages 18 and up
  
• Paperback: 304 pages
• Publisher: Alpha (February 6, 2007)
• Language: English
• ISBN-10: 1592576036
• ISBN-13: 978-1592576036
• Product Dimensions: 9 x 6.1 x 0.6 inches
• Shipping Weight: 10.4 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #68,539 in Books (See Top 100 in Books)

More About the Author

Keith Rosen is the President of Profit Builders and the executive sales coach that top managers, sales professionals, and executives in many of the world's leading companies call first. As a prominent, engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on assisting people to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results.

After the devastation of 9/11, it was Keith Rosen who the government chose to develop an internal executive coaching initiative for the leaders in the intelligence community. For his work as a pioneer and a leader in the coaching profession, both Inc. and Fast Company magazines named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journal named Keith's company, Profit Builders, one of the Top Nine Best Training Firms. Keith also sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution.

A best selling author, Keith has written several books including, Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling, The Complete Idiot's Guide to Closing the Sale and Coaching Salespeople into Sales Champions.

Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk. Each year, he helps thousands of salespeople, managers, coaches and business owners live their true potential today. His tactical approach, intuitive coaching and positive, authentic attitude empowers people to discover and live their true potential today.

Keith's articles can be found in Selling Power Magazine and has appeared in feature stories in the New York Times, Inc. magazine, The Wall Street Journal, The New York Post, The Washington Times, TheStreet.com and Entrepreneur radio. Keith is also a frequent contributor on Selling Power Live, CBSNews.com, Sales and Marketing Management and has been appointed as the Expert Sales Advisor for AllBusiness.com.

Keith lives in New York with his wife and three children.

If you're ready for better results quickly, contact Keith about personalized, one-to-one or team coaching and training at 516-771-1444 or email [e-mail]. Visit Keith Rosen at www.ProfitBuilders.com for Podcasts and videos and be sure to sign up for his free newsletter The Winner's Path at www.CoachingSalespeople.

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Clsoing is Opening the door, March 31, 2007

By 

R.H. Orlando (Florida) - See all my reviews

This review is from: The Complete Idiot's Guide to Closing the Sale (Paperback)

Enjoyed Keith's new book and it is a great follow up to his book "Cold Calling" If selling is your profession and you have to develop your business from sales, these are a must read! His concept and process are easy to fit into your own style, where you are comfortable and enjoy your JOB! Meeting your Goals...this is your process to never having to worry about it again!

1 of 1 people found the following review helpful:

5.0 out of 5 stars If Success Is A Must, Read This Book, August 11, 2007

By 

Steven M. Grisham - See all my reviews
(REAL NAME)   

This review is from: The Complete Idiot's Guide to Closing the Sale (Paperback)

Closing the Sale is packed with solid information in a ready to use format. Keith writes in a great conversational style with stories that illustrate principles that are straight to the point. After reading this book I immediately added to my sales success and I believe others can have achieve the same results.

Grab the book, bring a long a highlighter and prepare to learn ways to win the inner and outer sales game.

5.0 out of 5 stars The Idiot's Guide to: Closing the Sale., November 25, 2011

By 

James P. Smith "parker689" (Phoenix, AZ) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: The Complete Idiot's Guide to Closing the Sale (Paperback)

I purchased this book in 2010 b/c I "did not fit" the Accounting opportunities in my area. At Job/Career Fairs all I seemed to find were employment in Sales or Collections. I always kept this book at the "front burner" never knowing if I would need it or not. I just got a job in Sales on 11.18.2011. Although my company's training is good, I am pleased that I purchased this book before I knew I needed it. Now I can review + compare my training notes to this book to better understand the terminology and processes to become more successfull (sp?). No one Plans to Fail, they Fail to Plan. Now I have a great tool to help me ramp-up to others who have been in Sales for years while I was not. Thanks to Amazon.com; the book arrived one day early. Jim