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The One Minute Closer: Time-Tested, No-Fail Strategies for Clinching Every Sale | 
 enlarge | Author: James W. Pickens
Creator: Joseph L. Matheny
Publisher: Business Plus
Category: Book
List Price: $14.99
Buy New: $7.63
You Save: $7.36 (49%)
New (30) Used (5) from $7.50
Rating:  1 reviews
Sales Rank: 408929
Media: Paperback
Pages: 208
Number Of Items: 1
Shipping Weight (lbs): 0.4
Dimensions (in): 7.9 x 5.2 x 0.7
ISBN: 0446540994
Dewey Decimal Number: 658.85
EAN: 9780446540995
ASIN: 0446540994
Publication Date: November 17, 2008 (New: Last 30 Days)
Availability: Usually ships in 1-2 business days
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Product Description
BOOST YOUR SALES BY 25 TO 35 PERCENT!
Let one of America's most respected sales educators teach you how to close virtually every sale. With his most valuable professional secrets gathered from all over the world, James W. Pickens gives you all the tools you need to win over your prospects and send your sales figures soaring. Discover:
- More than 100 tips, including how to close people in specific professions, bond with customers, connect them to your product, and use body language to make your case
- 65 "home run" one-liners--quick closing statements to drive your pitch home
- 13 seal-the-deal closes--powerful arguments that work their magic in a minute, elicit your client's true objections to the sale, and persuade him or her to buy your product or service
- The single, most powerful close of all that can convince almost any customer to sign on the dotted line.
Increase your knowledge of human behavior, sharpen your skills, and in no time at all, become that master salesperson who is...
THE ONE MINUTE CLOSER
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| Customer Reviews:
Sound advice from those "on the other side of complexity" November 20, 2008
Robert Morris (Dallas, Texas)
Of all the basics in selling, none is more important than asking for the sale. For whatever reasons (including fear of rejection and not wishing to seem "pushy"), many people in sales are unwilling and/or unable to close. That said, James Pickens wrote this book with Joseph Matheny "for master closers by master closers, professionals from fifty-seven countries who wanted to share their secret closing knowledge and truths with other professionals, so they can become even greater closers." Those now preparing for a career in sales or who have only recently embarked on one should keep in mind that master closers were also ignorant and inexperienced when they began their own career in sales. Only over time did they gain the real-world experience to understand and appreciate the value of what is provided in this book.
In this context, I am reminded of Oliver Wendell Holmes's frequently quoted observation, "I do not give a fig for simplicity on this side of complexity but would give my life for simplicity on the other side of complexity." The master closers who contributed to this volume have reached the other side of complexity. I agree with Pickens that those who are new to sales and possess little (if any) experience in selling, especially those among them who are timid and easily discouraged or who are desperate to find "short-cuts" to success, will probably not be able to take full advantage of the "time-tested, no-fail strategies for clinching every sale" that Pickens includes. They should consider other sources of information and counsel more appropriate to their needs. My recommendations include Neil Rackham's SPIN Selling, Brian Tracy's The Psychology of Selling, Tom Hopkins' How to Master the Art of Selling, and High Probability Selling co-authored by Jacques Werth and Nicholas Ruben. For the neophyte, the material in any one or two of these books should be sufficient, at least for now.
The title of Pickens' book is somewhat misleading in that, to at least some people, it may incorrectly suggest that there are certain strategies and tactics that are guaranteed to clinch every sale in only 60 seconds or less. The implicit promise: "All you have to do is just read this book, master the strategies and tactics, and then you will be able to sell anything to anyone every time." As Pickens and the other contributors to this volume would be the first to point out, success in sales requires more time and effort (and yes, patience and persistence) than most people are willing to commit. It also requires certain qualities of character (especially honesty and being worthy of trust), a pleasing personality, self-confidence, and an exceptional work ethic as well as carefully-developed skills such as those needed for effective decision-making, questioning and listening, persuasion, time management, allocation of resources, and filling knowledge gaps. Peak performers in sales work harder but they also work smarter. They are lifelong learners. They consider it a privilege to be of service to others. Their enthusiasm is authentic and contagious. For peak performers in sales, the one-minute close is the conclusion of a process that began with the identification of a prospect, continued through a period of education and cultivation, and has eventually reached a purchase decision point. Only extensive experience with the entire process, with success but especially with rejection, can prepare anyone to reach that decisive point with a prospect. How to get the order? That's what this book is all about.
Pickens invited master closers from 57 countries "to share their secret closing knowledge and truths with other professionals, so they can become even greater masters." Readers will find more than 100 tips, 65 "home run" one-liners, and 13 "seal-the-deal" closes within the eight Parts that comprise this book. Here is a representative selection of contributors' insights concerning the sales process:
"I can persuade anyone, if first, I persuade myself." Sepp Nagle, Munich, Germany
"Humility has no enemies." Natami Kamochi, Tokyo, Japan
"The lost closer seeks the lost, and the prosperous closer seeks the prosperous, while the closer who stands alone is sought by both." William Stewart, Glasgow, Scotland
"Reason directs the customer's actions, while emotions control the customers' actions." George Westbrook, Memphis, Tennessee
"All customers expected to be treated like a friend, but few expect to find a friend." Marc Leotainie, Rome, Italy
"Customers will forget most of what a closer said, but they'll never forget how the closer made them feel." Richard L. Davisen, Manchester, United Kingdom
"Customers only understand what they have been prepared to understand." Hans Krugger, Rotterdam, Netherlands
"I sell because I answer three questions for my customers: `Why here?' `Why now?' and `Why you?'" Sam Rubrecht, Hilton Head, South Carolina
"The only thing in sales that is more important than knowledge is imagination." Diago Martin, Marbella, Spain
"If a salesperson only knows two or three closes, he or she knows nothing." Sarah Bohn, Cape Town, South Africa
These are but a few of dozens of insights that are inserted throughout Pickens' narrative. His focus, however, is primarily on creating a frame-of-reference for, then introducing and explaining more than 100 tips, 65 "home run" one-liners, and 13 "seal-the-deal" closes. These and other portions of the material can be viewed as "tools" to be added to a master closer's "tool box." Think of this book, written by James Pickens, with Joseph Matheny, as the instruction manual that accompanies the "tools." It is appropriate to have him conclude this brief commentary: "Finally, every master closer alive realizes that if he fails to use his God-given talents for the good of all, or takes his gifts for granted, that saddest of failures, that disregard for such great blessings, will be echoed forever throughout the halls of remembrance."
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