[PDF] Raccolta -Close the Deal: 120 Checklists for Sales Success by Sam Deep (1998-12-30)- online pdf
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- Published on: 1684
- Binding: Paperback
Customer Reviews
Most Helpful Customer Reviews
0 of 0 people found the following review helpful.A series of list based articles to improve your selling, based on the Sandler system
By Paul Simister
This is a very interesting and practical guide to sales training written in the form of 120 list based articles for sales success. It is based on the Sandler Sales system which is one of the best known international sales systems sold through franchisees and is well known for the different approach to selling.To give you a flavour for what the book offers, it is structured into eleven chapters and I've given you an example of a list article title from each.1 - Prepare for success - nine steps to a positive first impression2 - Master Time Information People Place and Stress - thirteen strategies for serving large territories3 - Know your market - ten techniques for conducting a competitor analysis4 - Find buyers - forty sources of leads5 - Analyse buyers - seven fears all buyers have6 - Bond and rapport - fifteen ways to increase sales effectiveness through body language7 - Determine the pain - thirty questions that probe for pain8 - Get the sale - fourteen ingredients to a winning sales proposal9 - Manage the post-sell - ten commandments of exceptional customer service10 - Selling in the new millennium - eighteen tips to selling on the Internet11 - A day in the life of Wally Weakcloser - forty four things that Wally did wrongThe book title is misleading since it gives the impression that the book is focused on the closing stage of the selling process. Ironically this is a concept that doesn't really exist in the Sandler System and it is not a book on fancy closing techniques.Even if you are not a strong advocate of the Sandler Sales system, there is still much to admire in this book. While the Sandler influence is clear throughout, much of the advice is relevant to other sales systems.If you are thinking about buying this book because you want to know about the Sandler system, you are much better starting with "You Can't Teach A Kid To Ride A Bike At A Seminar" by David Sandler which goes into the Sandler 7 Step System. I see this as a book that you refer back to, either pro-actively because you have identified a weakness in your approach or you have a new situation coming up or reactively if something went wrong in a sales call.My only criticism is that because it is based on the Sandler Sales System, I would have liked to have seen more of an overview for newcomers.About my book reviews - I aim to be a tough reviewer because the main cost of a book is not the money to buy it but the time needed to read it and absorb the key messages. 4 stars means this is a good to very good book.
0 of 0 people found the following review helpful.Fantastic for beginners!
By victoria
This has all the basics , perfect book for people who are looking to work in Sales. It's very brief and easy to understand :)
1 of 2 people found the following review helpful.Usable sales skills, not useless theory
By A customer
A great book of useful sales tips. This is a great reference book for quick sales solutions. I think Sandler Sales Institute also has another book which I read last year. These non-traditional sales strategies really hit the mark.
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