Consultative Closing : Simple Steps That Build Relationships and Win Even the Toughest Sale

traditionally Strategies For Closing Sales Have Involved Pressuring Customers, Countering Their Stalling Tactics, And Overcoming Their Objections -- Behaviors That Run In Direct Opposition To The Philosophy Of The Consultative Salesperson. On The Other Hand, Consultative Salespeople, Afraid Of Damaging The Relationship They Ve Nurtured By Appearing Too Aggressive, Hope The Deal Will Close Itself -- Something Which Rarely, If Ever, Happens. Consultative Closing Provides The Solution, Breaking Up The Closing Process Into Small, Actionable Steps That Help The Salesperson Gain Gradual Buy-in And Establish A Long-term Working Relationship With His Or Her Client. The Book Shows Readers How To: * Recognize And Address A No Without Seeming Pushy * Create A Maximization Program That Shows How A Product Or Service Will Address The Clients Problems And Maximize Their Return On Investment * Use Visualization Techniques That Take Clients Past The Moment Of Closing Complete With Effective Closing Phrases And Questions, This Indispensable Guide Gives Readers The Tools They Need To Make The Sale, And Keep Their Customers. Author Biography: Greg Bennett (littleton, Co) Is A Sales Trainer And Consultant Who Has Created Hundreds Of Customized Courses For Clients Including Qwest, Warner Bros., The National Basketball Association, And Many Others. This is the only book on the marketplace that specifically addresses closing strategies that work in the consultative sales process. This is important as traditional closing strategies involve behaviors that fly in the face of the relationship building consultative sales model. This book provides an alternative. It contains practical tools, including a list of effective closing phrases and questions. The book gives readers invaluable guidance on: showing clients how a product or service will address their problems and maximize their return on investment; address concerns - and even'no's - without seeming pushy; and help clients visualize past the moment of closing to see the positive effects the sale will make for them. This is the only book on the marketplace that specifically addresses closing strategies that work in the consultative sales process. This is important as traditional closing strategies involve behaviors that fly in the face of the relationship building consultative sales model. This book provides an alternative. It contains practical tools, including a list of effective closing phrases and questions. The book gives readers invaluable guidance on: showing clients how a product or service will address their problems and maximize their return on investment; address concerns - and even "no"s - without seeming pushy; and help clients visualize past the moment of closing to see the positive effects the sale will make for them