Close Like the Pros May 31, 2007 Replace Worn-Out Tactics with the Powerful Strategy of Interactive Selling (Career Press, $15.99)
A sale is more than a cold call and a close, but in today's fast-paced world, that's what it has been reduced to, as salespeople take on more responsibilities with limited resources. In Close Like the Pros, author Steve Marx, the founder of consulting firm The Center for Sales Strategy educates readers on how to build relationships with customers over time to ensure they create customers who keep coming back for more. He also rightly points out that all leads are not created equal—in fact, some aren't worth going after at all. Marx examines current models and debunks commonly held selling theories that don't hold much water when it's closing time. For instance, Marx attempts to wean salespeople from the dangerous practice of the two call-close, which causes them to lose control, lose influence and lose business.
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