Secrets Of A Master Closer By Mike Kaplan. A Short Book Review
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Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere: (Sales, Sales Training, Sales Book, Sales Techniques, Sales Tips, Sales Management)
Well, I can say that I understand why this book is at the number one spot for its category.
The first thing I noticed is that, at the end of each chapter, he gives you a test...just like a text book. i think that's pretty useful. And this isn't just a book on closing, it takes you through te entire sales process. His cold calling approach could be used as a template for selling just about anything. You also get a lot of usable information on how to get past the receptionist to get the appointment.
The author's list of qualifying questions is well thought out, ad I can see why they work. And they could be used for just about any product or service.
You get a series of questions to identify a problem you can solve for the customer. But even more important, you get questions that will cement that problem in the customer's mind, expanding it, making it more important as a problem they will want to solve.
The sections on the answering of sales objections and closing reads like some books that are classics on the subject, notably How To Master The Art Of Selling by Tom Hopkins.
The reason I'm recommending this book so much, is that these techniques are assembled here for you, without you needing to read the top ten sales books to get them.
I might recommend this as the very first sales book a new salesperson should buy. It's techniques are foundational, sound, and I know they work.
My books are at https://www.amazon.com/Claude-Whitacre/e/B00B77NC96/ref=sr_ntt_srch_lnk_1?qid=1488296947&sr=1-1
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