Secrets Of A Master Closer By Mike Kaplan. A Short Book Review
Well, I can say that I understand why this book is at the number one spot for its category.
The first thing I noticed is that, at the end of each chapter, he gives you a test...just like a text book. i think that's pretty useful. And this isn't just a book on closing, it takes you through te entire sales process. His cold calling approach could be used as a template for selling just about anything. You also get a lot of usable information on how to get past the receptionist to get the appointment.
The author's list of qualifying questions is well thought out, ad I can see why they work. And they could be used for just about any product or service.
You get a series of questions to identify a problem you can solve for the customer. But even more important, you get questions that will cement that problem in the customer's mind, expanding it, making it more important as a problem they will want to solve.
The sections on the answering of sales objections and closing reads like some books that are classics on the subject, notably How To Master The Art Of Selling by Tom Hopkins.
The reason I'm recommending this book so much, is that these techniques are assembled here for you, without you needing to read the top ten sales books to get them.
I might recommend this as the very first sales book a new salesperson should buy. It's techniques are foundational, sound, and I know they work.
Claude’s Books;
One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call https://amzn.to/3Ack5f4
Sales Prospecting: The Ultimate Guide To Referral Prospecting, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call https://amzn.to/3u21EpO
Selling Essentials: Your First 90 Days In Selling https://amzn.to/3OqKxpK
Selling Local Advertising: The Best Kept Insider Secrets To Create Local Advertising Sales, FAST! https://amzn.to/3NnAUa7
Instant Sales Boost Podcast Website https://www.instantsalesboost.com/
Claude Whitacre has over 40 years of direct sales experience. In that time, he has trained hundreds of salespeople He is the author of six books on the subject of selling, as well as hundreds of articles. He has spoken to over 200 audiences across the US on how to how to find highly likely prospects and closing in one sales call.
Retiring in 2022 from actively selling, Claude wanted to give back to the sales and marketing fields by teaching the strategies and techniques that have proven so effective in his own selling.
One of the many strategies and practices Claude implemented over the decades is working with over 200 top salespeople on real sales appointments, in 71 different industries. He would work with them for a day, prospecting and going on sales appointments, with them. Then they would work with him in the field for a day. Eventually, Claude determined that about 98% of everything he used in his own selling was actually learned from top salespeople outside of his own core industry.
To pay forward what Claude has learned, he wanted to give salespeople the opportunity to benefit from what he did....learn from the best salespeople, experts, sales authors, and trainers from all over the country.
This podcast is that effort.
Claude has videos and articles on the following subjects.
Sales prospecting, cold calling, referral prospecting, social selling, referral selling, sales prospecting training, referral prospecting training, sales prospecting techniques, how to get the best referrals, how to cold call strategically, best cold calling techniques, sales training, best closing techniques, answering sales objections, and one call closing.