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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 videosegments, 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." "

Tabla de contenidos provista por Syndetics

• Acknowledgments(p. ix)
• Introduction(p. 1)
• Chapter 1 Consultative Salespeople Often Struggle with Closing(p. 11)
• Chapter 2 The Role of Mini-Steps in the Closing Process(p. 27)
• Chapter 3 How to Create Mini-Steps in the Closing Process(p. 49)
• Chapter 4 How to Use Mini-Steps to Close for Action(p. 79)
• Chapter 5 Embracing NO as a Sales Culture(p. 117)
• Chapter 6 Consultative Closing by Focusing on After the Sale(p. 148)
• Chapter 7 Consultative Closing for Managers (a Short Course)(p. 171)
• Chapter 8 A Four-Week Plan for Implementation and Lasting Success(p. 187)
• Appendix A Seven Sample Mini-Step Processes from Different Types of Businesses(p. 197)
• Appendix B The Impact of Prospecting on Closing(p. 215)
• Appendix C Greg's Random Quick Tips for Salespeople and Sales Managers(p. 231)
• Index(p. 235)
• About the Author(p. 241)

Notas de autor provistas por Syndetics

Greg Bennett has been a top sales trainer, consultant, strategist, and coach since 1988. He has worked with hundreds of organizations and thousands of salespeople in a wide variety of industries, including extensive sales consultation and strategy development for over 150 professional sports teams and major universities across the country. Mr. Bennett lives in Denver.