Close that Sale!: A guide for consultative business to business sales

In this briefcase sized book, a former international VP of Sales will teach you to: - Close naturally and effectively - Eliminate objections instead of "handling" them - Diagnose and fix an off track sale - Increase both your bookings and margins In Close that Sale Michael Clingan, who had a 14 year string of 39.5% plus sales growth, reveals a unique and powerful way to close bigger sales. If you've ever wanted a better way to talk with your prospects, to create more value, and to close, then this is the book you've been searching for. "A must-read for anyone trying to master the dance between salesperson and prospect. Michael effectively teaches how to manage the sales dialogue and achieve greater success." - David A. Fields, author, More Projects, More Revenue and Radically Helpful "Michael has zeroed in on one of the biggest challenges in B2B sales: How to create a true dialog with prospects that respectfully, and with value, closes the order. His step-by-step guide, Close that Sale , does exactly that. It's an absolute must-read for anyone wanting to transform their sales relationships." - John P. Strelecky, Best selling author of The Why Cafe and The Big Five for Life

Author: Michael Clingan
Publisher: Claymore Group, LLC
Published: 03/06/2012
Pages: 70
Binding Type: Paperback
Weight: 0.22lbs
Size: 8.50h x 5.51w x 0.17d
ISBN: 9780615607511

About the Author
Michael is a sales and marketing veteran who has both sold in the field and built and led international sales forces as a VP. Along the way, he realized the sales and marketing approaches and training he was seeing hadn't changed much in the last 100 years. There was too much hype and hyping, and too little in the way of actual dialog between the seller and the potential buyer. So being the physicist he is, Michael took a fresh look at the fundamental needs of modern sales and marketing and then developed and refined a set of tools he calls Transformative Selling. These tools are designed for use by anyone selling or marketing in a business-to-business (B2B) environment. Michael has used these tools himself - in fact, his work with a supplier to Nokia resulted in that company moving off of Nokia's global blacklist and becoming its Americas Supplier of the Year. Close that Sale! A guide for business to business consultative sales, is the first in the Transformative Selling series.

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