Just got finished with an absolutely great book about selling by Steve
Marx.
Close Like The Pros is a must read for expert salespeople and beginners alike, because you cannot read this book and not learn something about sales.
I’m going to try something new with this review. I’m going to go chapter by chapter and point out at least one thing I learned and that just might help you.
We all read glowing book reviews, but how many times do we find out exactly what we’ll learn ?
In Close Like The Pro’s, Chapter One is titled Burned Again By Handoff Selling. Millions of today’s salespeople were taught to gather the needed info, put in into a pretty package and hand it off to the prospect. Millions fail miserably every day.
Marx says most salespeople are trying hard to do it right, the follow protocol, they stay within the lines and they dot all i’s and cross all t’s. Yet they still fail.
Why ? Maybe, he says, because they didn’t allow or enlist, the prospect to do enough of the heavy lifting. They didn’t interact with the prospect along the way to the presentation of the proposal and got on the wrong track somewhere along the way.
All that got them was the dreaded, ” Well, you’ve certainly given us plenty to think about. We’ll get back to you. “
Kiss of death for salespeople, those words.
What you want to hear is, ” This is exactly what we needed to hear. Thanks you, we’ll be taking you up on your offer. “
But you won’t hear that, unless you involve your prospect at each step along the way.
I remember writing about taking the prospects along with you, each step of the way and using podcasts to generate sales in three easy steps recently.
Marx also reminds us that buying is just as tough as selling in today’s markets. Both tasks become more effective, efficient and economical when they’re merged into a single, interactive process.
One other thing Steve Marx does that’s unique is to allow you to email him and ask questions, chapter by chapter.
Sort of an ask-type campaign, but I will be emailing him and asking him to join us on a full-fledged ask-type campaign and a follow up teleseminar.
Stay tuned for more of this great book and visit Steve’s website to read his blog, get free chapters sent to you via a download and find out more about interactive selling.
