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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Category: Sales, Sales Efficiency
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