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Close the Deal: 120 Checklists for Sales Success Paperback – December 30, 1998
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About the Author
Top Customer Reviews
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.
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.
Most Recent Customer Reviews
At every sales visit to a client, check this book first before you walk in. It is a must have!Published on May 13, 2014 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 on April 14, 2014 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 on March 8, 2014 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 on February 18, 2014 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
I purchased this book, only on page 32 had to write a review. Just ordered another for my spouse. Great Should i say morePublished on January 4, 2011 by Fareed