So let me recommend a fantastic book I’m reading and can’t put down
The author is Anthony Iannarino, and his books are; easy to read, practical, fun, and results oriented. The title of the book is, The Only Sales Guide You’ll Ever Need. And—as the title claims—it will help you increase your sales, no matter what sort of selling you do.
I suggest spending some time each day going through this book slowly, to fully absorb how useful the strategies and techniques are. And while this is not your typical “how to close a deal” book, it does approach closing more sales from a refreshing prospective. So, here is an example that shows the wonders of this book...
Commitments Needed to Close a Sale
Many people think of closing as obtaining the final commitment, the commitment to buy. Closing is actually more complex than that – it involves all the commitments that are critical to creating and winning opportunities. Closing happens in stages: you enter a stage every time you ask a customer to make a decision to move forward, whether you’re at the end, middle, or very beginning of the sales process. ~ Anthony Iannarino
What are the commitments that a true sales process needs to go through?
Commitments of: Time, Exploration, Change, Collaboration, Building Consensus, To Invest, Review Your Proposed Solution, Resolve Concerns, Decide (to buy) and to Execute. Find all the secrets in this wonderful book. You’ll be glad you did!
Give me a call, and let’s talk!
800‐200‐9194, ext. 206
~ John Roberts
VP, TWH Agency, Inc.