September 26th, 2016
The Perfect Close
-A book review-
The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. James writing style along with his content makes his book contemporary and a complete book to take an average performer to the next level. You can find it on Amazon.
He caught my attention when he thanked Mahan Khalsa for his initial introduction into sales. For anyone that has not read Mahan’s books, you are missing a legend.
I especially enjoyed how James takes the reader from sharing information on his personal sales background (helps everyone relate to the challenges in selling) to research on High Value Selling vs Lower Value Selling and how the closing process and the sales process must change with high value offerings with levels of success up to 42% . And then quickly even on page 32 the author brings further research on developing the proper mindset for selling and closing by discussing several psychologists and their work on changing the minds individuals. Having mental toughness is important but understanding the internal workings of individual’s minds gives the superior salesperson the edge.
James then takes the reader through the tactics that must be executed to build to The Perfect Close. This book is a must investment for every salesperson simply because the author gives the reader: Questions, Planning Concepts, Tactics and Methodology to execute the sales process at a higher level.
Are you working the right opportunity-4 Questions to Test the Deal
Do you have a Plan?-A Checklist to Validate it
Are you building value-Why Should a Prospect See You?
Readers of this blog know I am a firm believer in the art of discovery and James hit this out of the ballpark-a chapter that can’t be missed.
What makes this book dance is Chapter 12 when James gives you the two questions that gives the reader the perfect close-they are simply brilliant. What make it better is he then provides potential scenarios, examples and test situations where any salesperson can relate to their current list of prospects. Buy this book for this chapter alone-it will increase the velocity of your sales cycle.
In his next chapter James then put’s it all together summarizing the entire book. Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.
He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world!
Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders.