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The Complete Idiot's Guide to Closing the Sale Paperback – February 6, 2007

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Editorial Reviews


"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.

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Product Details

  • Series: The Complete Idiot's Guide
  • Paperback: 304 pages
  • Publisher: Alpha (February 6, 2007)
  • Language: English
  • ISBN-10: 1592576036
  • ISBN-13: 978-1592576036
  • Product Dimensions: 6 x 0.7 x 9 inches
  • Shipping Weight: 10.4 ounces
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #1,082,433 in Books (See Top 100 in Books)

More About the Author

Keith Rosen is fanatical about your success. Over the last three decades, Keith has delivered his customized sales training programs & sales management training & coaching programs to hundreds of thousands of salespeople & managers, helping business leaders in practically every industry; on five continents & in over 50 countries.

Keith is the CEO of Profit Builders, named one of the Best Sales Training & Coaching Companies worldwide for the last four consecutive years.

Keith has written several best sellers, including the globally acclaimed, Coaching Salespeople into Sales Champions, used by the top global sales organizations & winner of Five International Best Book Awards, as well as the #1 best-selling sales management coaching book.

As a leader in the coaching profession & the pioneer of management coach training, Keith was inducted in the inaugural group of the Top Sales Leaders Hall of Fame in recognition for his outstanding contributions in sales coaching & leadership development. He was also named The Sales Education Leader of the Year.

Inc. magazine & Fast Company named Keith one of the five most influential executive coaches. He's been featured in Entrepreneur, Fortune, The New York Times, Selling Power & The Wall Street Journal. Keith was also featured on the award winning television show, Mad Men.

Keith is one of the first coaches who earned the distinguished Master Certified Coach designation credentialed through the International Coach Federation.

Keith lives in New York with his wife & three children who are his greatest inspiration.

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Most Helpful Customer Reviews

5 of 5 people found the following review helpful By R.H. Orlando on March 31, 2007
Format: 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!
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3 of 3 people found the following review helpful By Doso on August 11, 2007
Format: 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.
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1 of 1 people found the following review helpful By Hector Carmenates on December 11, 2012
Format: Paperback Verified Purchase
I started to work as a seller two years ago and I didn't have any experience
as a seller but I did have a lot of experience in the other side (in the managment, budgeting and buying procedures and making decisions in some big companies).
Then I thought that selling is just to have a common sense and, of course,working hard.
I am bachelor in Computer Science.
Any way because I like to have deep knowledge about what I am doing or what I am working at, I had bought and read some books: "SNAP Selling - Speed Up Sales..." of Jill Konrath, "SPIN Selling" of Neil Rackhman, etc.
All of these are good books as well but for me this book is the best one.
Just to say one thing, the author's idea is an amazing and wonderful message: do not relate the words "closing a sale" to the act of finishing the sale, it is the oposite "opening following sales"
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1 of 1 people found the following review helpful By James P. Smith on November 25, 2011
Format: Paperback Verified Purchase
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; the book arrived one day early. Jim
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