Close the Deal: 120 Checklists for Sales Success | Sam Deep, Lyle Sussman

Close the Deal: 120 Checklists for Sales Success | Sam Deep, Lyle Sussman | What do you hope to accomplish with your sales skills?

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Close the Deal: 12...

	Close the Deal: 120 Checklists for Sales Success Sam Deep, Lyle Sussman Basic Books, 1998 - 336 pages average customer review:based on 13 reviews view larger image
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highly recommended

Deep and Sussman?s Smart Moves and Smart Moves for People in Charge gave readers checklists for climbing the corporate ladder and taking on leadership tasks. Now, teamed with one of the country?s premiere sales-training firms, they apply the same popular, practical approach to a vital task for any organization: selling. Whether you?re introducing a product, marketing your small business?s services, or selling your boss on a new idea, you?ll benefit from checklists like these: Seven Fears All Buyers Share Thirteen Ways to Warm Up to Cold Calling Ten Different Ways to Set Your Asking Price Eight Questions to Help You Sell with Integrity For training, troubleshooting, and a quick review before every important call, sales professionals will be sold on Smart Moves for Selling.

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It works, period

I reluctantly purchased this book based on previous reviews. Being very skeptical of the checklist format, this book, frankly, seemed like a "salesman cookbook" scheme. Well, I was wrong. It took a little getting used to, but this book is written in a way that helped me learn to sell my company's products and services.

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.

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What do you hope to accomplish with your sales skills?

If applied, the information in this book can help imporve your lifestyle....

Lots of good bite-sized tips

This book is structured as a compendium of lists on things such as how to make a cold call to how to manage your attitude. Many good ideas and useful for reference.

A little slow