No book is for everybody. At least, no sales book is right for all salespeople of every stripe. And any book that claims it is, well, it’s probably of little value to anyone.
Millions of people, in the United States alone, are employed in sales. They range from retail sales clerks and telemarketing representatives to sales executives whose smallest order runs well over a million dollars. Interactive selling is the strategy used by the most accomplished professionals in sales organizations that:
1. Sell to other businesses;
2. Expect to maintain an ongoing relationship with and to make future sales to its clients; and
3. Sell tailored solutions developed from the company’s portfolio of products, services, capabilities, and resources.
If those three characteristics describe the kind of selling you do, you’ll devour Close Like the Pros because it zeroes in on your world, it addresses your challenges, and it gives you the tools to be the highly ethical and outrageously successful salesperson you’ve always wanted to be.
If you’re in sales management, you’ll discover in this book a system that’s easily integrated into your existing sales processes, without altering most of your existing structures and systems. You’ll find insights that elude most salespeople, practices rarely spoken of by sales trainers, a strategy that integrates your firm’s selling and your customers’ buying to achieve the kind of enduring client partnerships that have heretofore been the exception and can now become commonplace.
There’s another group of folks who will benefit from Close Like the Pros. Organizations large and small are filled with people who sell their ideas and plans internally, people whose business card says nothing about sales and whose paycheck is not composed largely of commissions. They may be involved in the management of operations, or customer service, or production, or distribution, or human resources. They may be change agents with a vision of a better way to reach the goal, to accomplish the mission, or to satisfy the client… or they may be members of a team or task force convened to define a problem and recommend a solution. Anyone who needs to sell a new idea or a big plan inside their organization will benefit immensely from reading Close Like the Pros. If you know someone like that, please send them here.