Traditionally strategies for closing sales have involved pressuring custome rs, countering their stalling tactics, and overcoming their objections -- b ehaviors that run in direct opposition to the philosophy of the consultativ e salesperson. On the other hand, consultative salespeople, afraid of damag ing the relationship they�'ve nurtured by appearing too aggressive, hope th e deal will close itself -- something which rarely, if ever, happens. Consu ltative Closing provides the solution, breaking up the closing process into small, actionable steps that help the salesperson gain gradual buy-in and establish a long-term working relationship with his or her client. The book shows readers how to: * recognize and address a "no" without seeming pushy * create a "maximization program" that shows how a product or service will address the clients�' problems and maximize their return on investment * use visualization techniques that take clients past the moment of closing Complete with effective closing phrases and questions, this indispensable guide gives readers the tools they need to make the sale, and keep their customers.

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Detalles bibliogr�ficos

T�tulo

Consultative Closing: Simple Steps That Build Relationships and Win Even th e Toughest Sale

Editor

AMACOM, US

Fecha de publicaci�n

2006

Idioma

Ingl�s

ISBN 10

0814473997

ISBN 13

9780814473993

Encuadernaci�n

Paperback

Estado

Very Good

Cat�logos de vendedores

Business::Marketing

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Sinopsis

"For the past several years, the often-unwarranted myth of the pushy, aggressive, and, worst of all, deceitful salesperson has become ingrained in American culture. While consultative selling, the practice of becoming an advisor to the customer, is the most effective method of engaging a client, it has also made the process more challenging -- leaving salespeople who are afraid to close the deal and clients who are reluctant to make a decision. Consultative Closing bridges the gap between the aggressive salesperson who gets results, and the informed consultant who builds lasting relationships. With a revolutionary step-by-step approach to the sales process and proven methods and strategies, this hands-on field guide helps you maneuver the pitfalls, and overcome the fears that can hinder any deal, ensuring that you achieve a successful close while building strong “partnerships” with clients to maximize their investment in your product. Creative and cutting edge, Bennett’s strategies will completely transform the way you service your clients on a daily basis.

Renowned sales strategist Greg Bennett shows how to turn up the pressure without turning off the client through the use of nonconfrontational strategies -- Mini-Steps that will help seal a definitive close. Also included are sample scripts, several exercises, an online resource center with free audio and video segments, and a four-week plan for implementation. Consultants will become partners with their clients by discovering:

* How to shorten the time required in closing a sale while actually building stronger client relationships

* How to recognize a no, and even take a client to NO, without seeming pushy

* Why devoting as much time to the post-sale as the pre-sale will help ensure long-lasting client relationships -- and a successful close

* How to overcome “call reluctance,” and turn the fear of rejection into an opportunity for gaining prospects

Honest, authoritative, and innovative, Consultative Closing will enable you to achieve maximum success -- and help you have the best of both worlds -- making the deal and keeping the client."

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Bennett is a sales trainer and consultant who has created hundreds of customized courses for clients including Qwest, Warner Bros., the National Basketball Association, and many others.

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