Whether you're new in sales or a seasoned veteran, this book is a treasure.
What does it take to close more sales? It takes the skills and knowledge to quit making the same mistakes over and over--like failing to ask good questions or presenting desirable solutions or handling objections or making the customer feel comfortable.
As a professional sales trainer, Mike Stewart has targeted the most rampant selling errors. And he's developed a set of practical guidelines for overcoming the problems and achieving sales success. With a focus on real-life problems and solutions, the book teaches business-to-business salespeople how to:
* incorporate hard-driving closing strategies into softer, consultative selling techniques * use a customer-centered approach to identify and sell what the customer values * master the sales process--from properly planning to actively listening to asking for the sale * eliminate the crippling effect of fear by building confidence and expertise.
About Close More Sales!
Most salespeople don’t like to be told how to sell or, especially given a required ‘system’ to follow. This book doesn’t do that. Instead, teaches proven principles, not rules and regulations. It is written in language today’s salespeople understand and appreciate.
Regardless of your level of experience, you will undoubtedly learn something new from this book. However, it is also about helping you remember things you already know but may not be using to close more sales – to help you become more sensitive to skills and techniques you need to re-focus on and help you put them into action.
The material in this book is:
- Practical, time-tested, and proven to be effective.
- Concise, to the point, easy to read, and easy to apply.
- Organized in a logical manner that follows the natural sales process and makes
invaluable information quick and easy to find.
As busy as we are, salespeople are always looking for shortcuts to success and ways to work smarter, not harder. If there is such a thing as a shortcut to success, this book will help you find it. It will certainly help you work smarter. It will help you close more sales quicker and easier by reminding you of the things you know you should be doing and helping you develop the skills to do them better.
Despite the fact that you understand the K.I.S.S.
principle – Keep It Simple, Simon - chances are your
life is pretty complicated. And chances are you are
seeing many of the same trends in sales that I am, which
continue to make things even more complicated:
o Less brand loyalty
o Buyers who are finding it harder to differentiate between products
o Buyers who are better educated and higher skilled than they have been
in the past
o The need to customize many transactions
o Having to sell more with fewer resources to customers who want to buy
more for less
o Pressure to shorten sales cycles when sales cycles are often becoming
o More "hurry up and wait" pressure within the sales cycle
o More people involved in the buying process; more "decision by committee"
o The need to sell the concept before the product can be sold
o "Value Added" has become almost a cliché
o Everybody wants a deal
o Technology is advancing at warp speed
o Major paradigm shifts are continuing to change the way we do business
As adults, we choose what we learn, who we learn it from, and how we will use what we have learned. This book enables you to do just that. You can pick out the topics you feel you need to improve, work on them at your own pace, and apply your insight as you see fit.
You will keep coming back to this book to refresh your memory about something, get a different viewpoint on how to deal with a particular situation, get a new perspective, or just to get fired up.
It will continue to help you close more sales by being
the best you can be while still being yourself and doing
what is most comfortable for you.