Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale (Paperback)

~ (Author)
Key Phrases: consultative closing, sales culture, online resource center, Use Mini-Steps, Create Mini-Steps, The Role of Mini-Steps (more...)

Editorial Reviews

Review

“Bennett dishes up a wealth of both closing and consultative advice in his worthwhile book. He teaches salespeople not only how to close more sales, but also how to build lasting client relationships. Using his proven strategies and unique approaches, salespeople are certain to view the sales process in an entirely new light.”

-Agent's Sales Journal

Review

“Bennett dishes up a wealth of both closing and consultative advice in his worthwhile book. "

-Agent's Sales Journal

See all Editorial Reviews

Product Details

• Paperback: 240 pages
• Publisher: AMACOM (November 14, 2006)
• Language: English
• ISBN-10: 0814473997
• ISBN-13: 978-0814473993
• Product Dimensions: 8.9 x 6 x 0.8 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (3 customer reviews)
• Amazon.com Sales Rank: #517,389 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

4.0 out of 5 stars Useful, step-by-step guide to help you finally seal the deal, August 30, 2007

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

Often, salespeople - even those who already practice "consultative" selling - are reluctant to ask for the sale because they don't want to jeopardize a client relationship they've worked hard to develop. Yet, the whole point of developing the relationship is to generate sales. Sales trainer Greg Bennett offers a solution to this conundrum in the form of his "mini-steps" sales approach. He explains how salespeople can break the sales process down into small, actionable steps, to help the client buy into it and advance the sale, without appearing self-serving or pushy. His system reworks existing sales practices, so some of his concepts may feel familiar, but he points out that many salespeople, and even sales managers, are too comfortable living in "Maybe-Land." He advocates taking up permanent residence in "Reality-World" by asking for an answer, even if that answer is "no." We encourage those who want to refine their consultative-selling techniques to read Bennett's book.

2 of 2 people found the following review helpful:

4.0 out of 5 stars Practical Plan, May 7, 2007

By	J. Avellanet (Williamsburg, VA United States) - See all my reviews (REAL NAME)

Drawn from decades of selling situations and experiences, this book lays out a 3-part method to improving professional sales:

1. Working from a set of mini-steps to achieve buy-in
2. Recognizing that "no" is always better than "maybe"
3. A set of mini-steps for after the sale

The book also has a wonderful story on replacement window-buying, and having just lived through that "process," I found his insights spot on.

Unfortunately, the book has several minor weak points that keep it from the 5-star rating:

* Out of 200+ pages, only 10% cover the 3rd and final step in the method (post-sale mini-process).
* There is significant repetition (a paragraph or two on how clients and salesmen want to avoid conflict must be in every chapter at least once).
* Large parts of the book are written specifically for the small business owner; other sections clearly just for the dedicated salesman or sales manager. Depending on your role, you can skim.

That said, the first two out of three steps are incredibly well developed and very powerful tools. Thus, four stars.

J. Avellanet, Co-Founder of Cerulean Associates LLC

4.0 out of 5 stars Consulative Closing, January 27, 2008

By	John "John" (Palm Harbor, Fl) - See all my reviews

Enjoyed the idea of the mini steps. It was a refresher for things I been doing for years. It is a great reminder of things to do!