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Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere Paperback – June 15, 2012

4.5 out of 5 stars 208 customer reviews

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Editorial Reviews

Review

"When you learn the rock-bottom basics of something, they become a part of you so that their utilization becomes second nature. A person can study techniques forever, and some of them work, sometimes, but to some degree a rehearsed script will appear fake, and new situations always arise for which there is no script! Having, knowing, and using your own customized Road Map is the solution to turning a contact into a closed sale. Secrets of a Master Closer gives you that Road Map."
-Rob Rice (Amazon Verified Purchase)


"If you're new to studying about sales, make this your first. If you're a veteran, you'll not only pick up a few new ideas, but this book will also probably help you align many things you already know into a smoother step-by-step system."
-Kynn (Amazon Verified Purchase)


"Mr, Kaplan's Road Map to Unlimited Sales is easy to learn, one of the easiest methods to apply, and a tool every sales person should have and use. Loved the book."
-TommyG


"This book delivers an 8 step process for closing sales. The book is well written and easy to read. It is one of the best books I have ever read on selling and I will use this information for years to come. Closing is the key to sales and this book provides everything you need to be successful."
-Gary Tu (Amazon Verified Purchase)

From the Author

Hi,

I'm Mike Kaplan, and I've been fortunate to build 3 multimillion dollar sales companies, including an Inc. 500 winner, which I ultimately sold.

I attribute much of my success to my ability to sell, which helped me not only get into business for myself, but train hundreds of salespeople over the years and build large, productive sales forces.

My experience training salespeople has shown me that everyone has the potential to be a great salesperson. It only takes three things:

First, you have to know the fundamental principles of selling. No amount of trick techniques or gimmicks can replace an understanding of the underlying laws of sales and persuasion.

Second, you have to know the precise steps that every sale must go through, and how to smoothly walk prospects through each. If you can't, you'll never reach your full potential as a salesperson.

Third, you have to have a strong desire to succeed. I know that sounds trite, but it's true--the best salespeople are inevitably the most driven. Fortunately, once you have the first two prerequisites, this third one usually takes care of itself.

Whether you're new to sales and have no experience or are a seasoned veteran looking for a way to boost your numbers, I can help you.

In my book you'll find the most important principles, techniques, and training exercises that I isolated, tested, and codified during my twenty years in sales and sales training. Regardless of what you're selling, this book will help you sell more and sell faster. This may just be the only book you need to read on sales, but I'll let you be the judge of that.

I hope you enjoy my book and I'd love to hear from you.

Sincerely,

Mike
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Product Details

  • Paperback: 196 pages
  • Publisher: CreateSpace Independent Publishing Platform (June 15, 2012)
  • Language: English
  • ISBN-10: 1477653945
  • ISBN-13: 978-1477653944
  • Product Dimensions: 6 x 0.4 x 9 inches
  • Shipping Weight: 9.1 ounces
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (208 customer reviews)
  • Amazon Best Sellers Rank: #1,122,547 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback Verified Purchase
Legendary Green Bay Packers coach Vince Lombardi was famous for his emphasis on basics (more on that later). Many others have also recognized and stressed basics and fundamentals to their great success and the success of their teams and organizations of all types, but that's not the important thing right now. What is important is YOUR success in sales. This book will make a huge difference to your sales productivity and results whether you're new to sales or are a seasoned veteran who has "seen and done it all".

I'm the owner of a company that sells an extremely discretionary product--one that a customer can say "no" to without dramatically affecting their immediate future. Using the tools in this book, we drive past the reasons not to buy and close far more sales than we would if we were content to simply be "Presenters" rather than CLOSERS. (Buy and read the book to find out why this distinction is critically important.) The material in this book and the valuable principles it so clearly presents are now a cornerstone of our sales training program. I couldn't recommend it highly enough.

One of the biggest challenges in sales is collecting and sorting through the mounds of "tips" and other good advice that are so common in sales know-how. Mike Kaplan has done the work for us, collected the knowledge, sorted the wheat from the chaff, and put it into an approachable and easily-digested step-by-step process that will keep you on track and winning throughout your sales career. You will have a more focused understanding of the parts of selling and the relative importance of things like "know all of the benefits of your product" versus "get the client's head nodding in agreement" versus "be likable because people do business with those they like".
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By pen1 on September 28, 2012
Format: Kindle Edition Verified Purchase
I found this book a good read, nothing new to me by any stretch, but a good basic sales book. If you haven't really read lots of sales book or are new to sales, read this to cut through a lot of rubbish. If however you are after an advanced sales book then I would suggest skipping it.
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Format: Kindle Edition
Having worked in sales all my life I have read a lot of sales books and I really enjoy reading those kind of books which get you directly to the point and provide a few practical examples/techniques of each concept. This is one of those books. If you have read Zig Ziglar's sales books you will notice certain influence on the concepts and the process itself but Mike Kaplan explains it in a very clear and schematic way, well structured and easy to read. I recommend it to anyone involved in sales
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Format: Paperback Verified Purchase
I am not discounting that the information provided in this read is valuable, it just isn't providing the value of the title for what I was expecting(that may be my over-expectation). First, the points covered are not secrets, nor that of a "master closer". Again they are valid, but if you have any extensive time in selling this is not the book that will open new doors or turn on any light switches that you weren't already aware of. If you have little experience and are looking to move from say a level 3 salesperson to a 6 this may be a good read for you, but I would still look elsewhere first if you are versed on any advanced sales process'.
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Format: Paperback Verified Purchase
Honestly, as the rating suggests, I was disappointed that the content of this book didn't quite measure up to all the hype in the reviews and the back cover. I bought 5 sales books, and this one was by far the least helpful (I give it 2 stars because some of the content in the book sparked a few unrelated ideas that I could use in my sales approach). It should be called "Secrets of a Cheesy Car Salesman", because most of the examples seem like they'd only work in a 1980's infomercial (especially the generic responses of "Oh, wow!" "Amazing!" etc.)

The book is sporadically riddled with caps-lock paragraphs, which I found a bit tacky. Between that and the seemingly thousands of "this is important to you and would provide benefit to you, right?" one after another, it seems like Mike Kaplan is steadfast on treating everyone like an oblivious 2 year old (readers and customers alike). Personally, since I don't sell to 2 year olds, I will be using practical strategies gathered from the other books I read. My ultimate conclusion is that there are far better books out there for your money.
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Format: Paperback Verified Purchase
Not that great. It's pretty much "hard sell" and you'll sound like a telemarketer. I had to stop reading it after awhile because the examples used were way too pushy and sounded EXACTLY like what a telemarketer would say.

I'm not saying the book itself is all bad for everyone - the one star refers to how I saw it for myself. Maybe if "hard sell" telemarketer-like strategies are what you need or what is the norm in your area, then maybe this will work for you. I don't like it at all though.

I also bought "How I Raised myself from failure to success in selling " by Frank Bettger and that one was amazing and I'd recommend that one instead.
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Format: Kindle Edition Verified Purchase
One of the few sales help books (I've read over 70 of them) I've read that I can actually use. This is a no frills, meat on the bones how to manual written from an author that has obviously "walked the walk". I highly recommend this short book on the selling process. For those of us who are long on presentation and short on closing, this book will encourage you to ask the closing question. And it gives dozens of examples on how to do just that.
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