Summary of Consultative Closing

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Consultative Closing book summary


7 Overall

8 Applicability

6 Innovation

7 Style


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.

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"; and
  • How to use mini-steps after the sale.

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.



Friends Don’t Close
The days of "snake oil" sales are gone. Today’s salesperson understands that the best way to sell is by becoming a valued adviser or consultant to the customer. Begin the "consultative selling" process by asking questions, and carefully listening to your prospect to...

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