Bookstore shelves are full of " HOW-to-Do-It" books on selling. But few underscore the simple fact that selling is not the same as closing. They are two distinctly different skills. And, just because you're good at selling doesn't mean you can close sales. Why? Because unless you realize that you must stop selling when you start closing, or you will consistently over-sell the customer and lose the sale as a result. There are also many "WHAT-to-Do It" books on closing sales, but most of them deal with the symptoms that appear during closing. Few ever tell you what is causing those symptoms to…mehr
Bookstore shelves are full of " HOW-to-Do-It" books on selling. But few underscore the simple fact that selling is not the same as closing. They are two distinctly different skills. And, just because you're good at selling doesn't mean you can close sales. Why? Because unless you realize that you must stop selling when you start closing, or you will consistently over-sell the customer and lose the sale as a result. There are also many "WHAT-to-Do It" books on closing sales, but most of them deal with the symptoms that appear during closing. Few ever tell you what is causing those symptoms to appear. And unless you are prepared to recognize and smoothly handle the hidden emotional reactions that appear, too often you'll end up forcing the customer to buy, which never works! This book contains gemstones not mentioned in other texts on closing sales. It uncovers the source of sales resistance and outlines how to use it to both the customer and your advantage. Closing sales is not that hard once you know what to do, when to do it, and above all, why you are doing it. This book contains all the answers. All that is required is for you to read it with the purpose of applying the material. The rest is easy. Daniel Jacobs
Meet Daniel Jacobs, Executive Consultant. His calling as an author began as an unintended consequence of saving an international marketing company from imminent disaster. The business had bee sinking fast with sales virtually non-existent for the past six months. They knew something had to change, but nothing was working. All the usual "solutions" had been tried and found lacking. Inspirational talks, educational conferences, and lectures had no lasting effect on closing sales. What was missing?Jacobs took a different approach. He started looking for what wasn't there (but what should have been). What he found was ground-breaking: The salespeople could sell, but they couldn't close. And more importantly, they didn't know the difference! So they ended up over-selling the customer out of the deal. The fact is that selling and closing are two separate skills with entirely purposes and actions. Customers are so over-sold that they instinctively resist and resent more sales talk. All they wanted was someone who was interested in them and their problems and who would show them how they could get what they wanted. Evidently, salespeople thought that they were the most important person in the room. But this assumption was false. The seminal moment came when they began to realize that the most important thing to the customer is the customer! Jacobs began writing original articles for the salespeople to drive home the fundamental basics that had been missing. This action was a game-changer, one that was surprisingly effective for the salespeople and everyone employed at the company. While continuing his profession as an Executive Consultant, Mr. Jacobs began developing a career as an author. This also resulted in his ability to help others in ways that were far more wide-reaching than he ever imagined. For Jacobs, the unintended consequence was this: almost by accident, he created a game where everybody wins. What could be wrong with that?
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