Consultative Closing
Simple Steps that Build Relationships and Win Even the Toughest Sale
AMACOM, 2006
Category:
Sales & Marketing
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(2)In this summary you will learn
- How to distill the sales process into actionable mini-steps
- How to use mini-steps to move a prospect to action without being pushy
- Why salespeople and sales managers must learn to embrace "no"
- How to use mini-steps after the sale
Why you should read Consultative Closing
Often, salespeople – even those who already practice "consultative" selling – are reluctant to ask for the sale because they don’t want to jeopardize a client relationship they’ve worked hard to develop. Yet, the whole point of developing the relationship is to generate sales. Sales trainer Greg Bennett offers a solution to this conundrum in the form of his "mini-steps" sales approach. He explains how salespeople can break the sales process down into small, actionable steps, to help the client buy into it and advance the sale, without appearing self-serving or pushy. His system reworks existing sales practices, so some of his concepts may feel familiar, but he points out that many salespeople, and even sales managers, are too comfortable living in "Maybe-Land." He advocates taking up permanent residence in "Reality-World" by asking for an answer, even if that answer is "no." getAbstract encourages those who want to refine their consultative-selling techniques to read Bennett’s book.
About the Author
Greg Bennett has been a consultant and sales trainer for 30 years. He is a partner in a sports enterprise company that owns the Denver Nuggets, the Colorado Avalanche and the Colorado Rapids teams.
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