July 2nd 2008

Close Like the Pros. Replace worn-out tactics with the powerful strategy of Interactive Selling. Steve Marx

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Close Like the Pros. Replace worn-out tactics with the powerful strategy of Interactive Selling. Steve Marx. 2007. ISBN 9781564149541.  If you are a seasoned sales person/manager who knows the pain of too many Nos or no answer proposals, this is your book.  This is a fitting up to date replacement for the New Solution Selling.  Marx has been there, dione that and got all the T-shirts,. It is a pure sales book which happily ignores completely the need for nurturing etc.  But for pure in the trenches, gut feel selling this is the book.  I took a while to read it as the title put me off. But boy was I was mistaken. Marx could have been listening in on many Rocket Builders consults wrto sales and the buyer’s journey. He is so bang on.   Some insights:

  • The salesperson gains power by empowering the buyer.
  • Selling is tough but so is buying today.
  • Your prospects want to buy, why would you be invited.
  • Contracting is essential to set and maintain buyer expectations.
  • What is the buyer doing to move the sale forward?
  • Use half baked/straw man ideas before you present the maximum idea
  • Use progress reports to show how far you have come
  • A critical path details where you are going.
  • There is no correlation between a rapid turnaround of a proposal and a good sale. None.

This is a salesman’s/manager’s must buy book

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One Response to: “Close Like the Pros. Replace worn-out tactics with the powerful strategy of Interactive Selling. Steve Marx”

  1. […] Close Like the Pros. Replace worn-out tactics with the powerful strategy of Interactive Selling. Ste… […]

    The Essentials of a Good Sales Plan | ACC Solutions Blog said on 23 Nov 2008 at 8:30 am #

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