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Closing: 5 Sales Skills for Achieving Win-Win Outcomes, by Craig Christensen, Sean Frontz, Dennis Susa
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What differentiates the top sales professional from the average ones? Experienced coaches Christensen, Frontz, and Susa suggest that it is an intent to help clients succeed plus an ability to enable clients to make good decisions. By applying a key mindset and five essential skills to the closing process, salespeople at any level can learn hot to increase their win rate more frequently and predictably.
- Sales Rank: #2684588 in Books
- Published on: 2015-07-01
- Binding: Paperback
- 103 pages
About the Author
Since earning his MBA at Harvard, Craig Christensen's career has included previous responsibilities as a Wall Street banker, commercial developer, and a leading organizational consultant. He is co-founder of Ninety Five 5--a sales transformation practice. He is now Global Practice Leader of FranklinCovey's Sales Performance Practice.
Sean Frontz has taught leaders and managers worldwide in the principles of effectiveness since earning his master's degree in psychology at Loyola University. As a Senior Consultant in FranklinCovey's Sales Performance Practice, Sean has designed practical tools and pragmatic systems that both professionals and leaders use to increase their sales performance.
Dennis Susa has performed nearly every role in the areas of sales, consulting, and field marketing. He earned a B.A. at Hillsdale College in Michigan. Prior to joining FranklinCovey's Sales Performance Practice, Dennis held a number of sales leadership positions for over two decades with IBM and Microsoft. Dennis's core expertise is building, coaching, and managing sales and consulting teams.
Most helpful customer reviews
1 of 1 people found the following review helpful.
another great book
By Anas AlAnssary
If you need deep of what the book discussed
I advice to get the book:
Let's get real or let's not play
By Mahanama Khalsa & Randy
0 of 0 people found the following review helpful.
Simply one of the best books on Closing in recent years
By Amazon Customer
Simply one of the best books on Closing in recent years. It puts closing in a very realistic setting for nowadays' Selling, such as seeing Selling as "Helping Clients Succeed" first, then can both facilitate one to succeed in selling and closing, since answering objections comes from seeking first to understand and think win/win, thus building trust and giving clients the authentic reasons and value to do business with you. The book is brief and to the point. Personally like it better than "Helping Clients Succeed" which is more theoretical than being practical.
0 of 0 people found the following review helpful.
Four Stars
By Brandy P
wish there was a physical copy option
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