Unlike most other books on the sales shelf, Close Like the Pros does not present a total sales solution. Between its covers you won’t find an answer to every question you’ve ever had. This book is not an A-to-Z comprehensive selling system with forms, checklists, and templates. (Just one of many things to smile about, by the way!) The problem with those books is that they’re telling you all kinds of stuff you already know, stuff you figured out for yourself or stuff you picked up in seminars and books. Worse yet, those soup-to-nuts books are asking you to dump everything you’re doing now, everything that’s brought you the success you’re having today.
You don’t need another book like that. Which is why I didn’t write another book like that. You don’t have to trash most of what you’re doing today in order to adopt the strategy of Interactive Selling—you can simply stir it into the successful systems and practices you’ve got going now.
My company, The Center for Sales Strategy, has been perfecting, teaching, implementing, practicing, and consulting on sophisticated and comprehensive needs-based and solution-oriented selling systems since 1983. But I’ve written this book for all of you who already understand why and how you should focus on customer needs and let those needs provide the focus, power, and direction for your sale—those of you who have mastered the basics, but still want to grow, those of you who see the super-pros create powerfully strong client relationships and who want to deliver the kind of numbers they do.
If that’s not you, then don’t purchase Close Like the Pros quite yet! First, pick up any of the hundreds of books out there that delve deeply into assessing and responding to customer needs. The shelves are filled with them. But if you’ve got those basics down, then you’re ready for Close Like the Pros. This book moves beyond the basics, takes you to the next level, and focuses only on how to make your sales process interactive.
Interactive Selling means making the buying process as important as the selling process. It means the salesperson is taking responsibility for the buying as well as the selling, and yes, is giving responsibility to the prospect for the selling process in addition to the buying. Interactive Selling is the full sharing of control, decision-making, and accountability between seller and buyer. As the pros know, magic happens when you work that way! The prospect helps improve the proposal in ways that would otherwise have been unimaginable. And at the same time, the proposal—technically, the proposal-development process—helps improve the prospect, in other words creates a prospect who is more likely to say Yes.
As Jim Zimmerman, CEO of Media General Broadcast Group, says, “This stuff just flat works.” To read more endorsements for Close Like the Pros, click here.