What this Book is About

The time pressures today on salespeople and their prospects are nearly insufferable. Sellers react in two ways that undermine their effectiveness: In a misguided effort to save the prospects’ time, they take on more of the work and shoulder more of the burden themselves. And they turn proposals around with lightning speed, delivering the complete package, ready-for-a-signature, on the second call. That’s hand-off selling—where the salesperson does all of her work first, hands off the proposal to the buyer as if it were a baton in a relay race, and then the buyer begins his work, the detailed consideration of this and other proposals.

In that scenario, the seller stays on the selling track, the buyer stays on the buying track, and they rarely intersect. Yes, these are their respective job descriptions, but it’s time to update those job descriptions. Selling and buying both become more efficient, productive, and successful when they are merged into a single process—interactive selling. Interactive selling is based on the reality that today’s complex sales always involve lots of back and forth, lots of give and take, lots of questions and answers, lots of modifying and tweaking. Interactive selling is how the pros close big deals, and it’s a process anyone can learn.

Close Like the Pros introduces the reader to a new way of thinking about closing—as a process rather an event—and to the new language of selling: Contracting, Partnering, Ground Rules, Clear Paths, Genuine Agendas, Mini-Closes, Homework Assignments, Half-Baked Ideas, Trial Balloons, Progress Reports, the No-Surprise Proposal, the Critical Path, Molehill Decisions, and the Post-Sale Partner.

Close Like the Pros:

  • Is targeted at business-to-business salespeople… as well as anyone who has a big idea to sell in the workplace.
  • Gives readers the tools they need to get their prospects actively involved in crafting a proposal they are eager to buy.
  • Shows readers how to invest more time with prospects likely to buy and less time with those who aren’t.
  • Is not another re-hash of sales basics—the basics here are the ones missing from every other book on the shelf.


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