[.ca] Close The Deal: Smart Moves For Selling: 120 Checklists ... (ISBN 0738200387)

From Amazon.com:
Close the Deal is bursting with hot leads for sales pros looking to sharpen their skills and win more customers. Authors Sam Deep and Lyle Sussman show how to capture sales without being pushy or arrogant. Deep, a consultant from Pittsburgh, and Sussman, a management professor at the University of Louisville, believe that the essence of selling is sticking to a system. "Masterful sales professionals are neither lucky nor gifted," they write. "They do not dream, wish or hope for victory. They go out and make it happen." The book is based on programs developed at the Sandler Sales Institute, a noted Maryland firm that trains thousands of sales professionals around the country. The authors contend that three keys to successful selling are asking the right questions, making supportive presentations, and finding exactly how to eliminate roadblocks or "pain" for customers. "There is only one reason you will sell anything: your ability to reduce a buyer's pain," the authors write. "You can't reduce pain if you don't know what it is. Buyers will tell you if you ask correctly." The book is easy to read and full of practical advice and tips. The authors provide 120 lists on topics like "Fifteen Steps to Better Listening," "Seven Fears all Buyers Have," and "Fourteen Ingredients of a Winning Proposal." Salespeople will find a powerful ally in Close the Deal. The book is a blueprint for finding and analyzing buyers, determining their needs, and getting the sale. --Dan Ring

the Revolution of marketing books:
i read alot of books in sales and marketing but this book is somethig different, it is easy to understand,clear,practical, and contain every thing a salesman need in his life. this book is the treasure but we have to dig to find it, and i hope one day all universities study this book. this book is the revolution of sales and marketing book, so take carw when you see some one have this books, because he know what he does.

not worth the tree:
This book has nothing new to add. Bad format. Dumb information.

Very Disappointing:
This book was extremely disappointing. I expected much more from the reading. This book is not worth the paper it was printed on. I would not doubt if the positive reviews are from the authors themselves. They are very misleading. This book was a complete waste of time.

This is the Sandler Jump Start Program:
Take the \o$\c Sandler Sales Jump Start training class and this is the book derived from it. Only thing missing is the class room participation. Put the two together and you've got something, buy just the book and you really only have 1/4 of the knowledge.

More bullet points than checklists:
This book is written so that you can get short lists of helpful tips on sales. I thought it was going to be more of a handbook of checklists - instead it is many, many different topics arranged by subject. There is a companion tape set that you can get from Nightingale which has the same graphics on the cover but expands a little more on the content. Overall I've found myself referring to the checklists inside this book a lot more than I initially thought I would - perhaps because the format lends itself to quick reading and re-reading. Sandler Sales Institute is a national franchise which has an interesting and different perspective on the sales process.