The full title of this book by Sam Deep and Lyle Sussman is
“Close The Deal: Smart Moves For Selling: 120 Checklists To Help You Close The Very Best Deal“.
It has been written with The Sandler Sales Institute.
In my review at Amazon.co.uk, I rated the book as Four Stars. This means I think it is Good and Well Worth Reading.
Here is my book review.
A series of list based articles to improve your selling, based on the Sandler sales system
This is a very interesting and practical guide to sales training written in the form of 120 list based articles for sales success. It is based on the Sandler Sales system which is one of the best known international sales systems sold through franchisees and is well known for the different approach to selling.
To give you a flavour for what the book offers, it is structured into eleven chapters and I’ve given you an example of a list article title from each.
1 – Prepare for success – nine steps to a positive first impression
2 – Master Time Information People Place and Stress – thirteen strategies for serving large territories
3 – Know your market – ten techniques for conducting a competitor analysis
4 – Find buyers – forty sources of leads
5 – Analyse buyers – seven fears all buyers have
6 – Bond and rapport – fifteen ways to increase sales effectiveness through body language
7 – Determine the pain – thirty questions that probe for pain
8 – Get the sale – fourteen ingredients to a winning sales proposal
9 – Manage the post-sell – ten commandments of exceptional customer service
10 – Selling in the new millennium – eighteen tips to selling on the Internet
11 – A day in the life of Wally Weakcloser – forty four things that Wally did wrong
The book title is misleading since it gives the impression that the book is focused on the closing stage of the selling process. Ironically this is a concept that doesn’t really exist in the Sandler System and it is not a book on fancy closing techniques.
Even if you are not a strong advocate of the Sandler Sales system, there is still much to admire in this book. While the Sandler influence is clear throughout, much of the advice is relevant to other sales systems.
If you are thinking about buying this book because you want to know about the Sandler system, you are much better starting with “You Can’t Teach A Kid To Ride A Bike At A Seminar” by David Sandler which goes into the Sandler 7 Step System. I see this as a book that you refer back to, either pro-actively because you have identified a weakness in your approach or you have a new situation coming up or reactively if something went wrong in a sales call.
My only criticism is that because it is based on the Sandler Sales System, I would have liked to have seen more of an overview for newcomers.
It is available to buy from Amazon.co.uk and Amazon.com.
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