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More About This Title Let's Close a Deal: Turn Contacts into Paying Customers for Your Company, Product, Service or Cause
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When you think about it, our entire lives revolve around selling. Whether we sell as part of our business, serve on a committee of a non-profit organization, or negotiate for a new job/car/house, we are pitching, hearing, and closing deals every day. Let's Close a Deal articulates the intuitive process that identifies how and why a deal will appeal, and then demonstrates in step-by-step detail how to present your deal in a compelling way. The sales process is not about coercion; it's about compassion. The closing part of a negotiation should honor everyone involved instead of taking advantage of them.
We make our decisions based on the manner in which information is presented to us, and what we believe will be the best deal. Let's Close a Deal explains how to present information so persuasively that it increases the likelihood of getting a yes.
Demonstratess how finding the human perspective is key to closing any dealArticulates the sale from conception, preparation, presentation to closeAuthor Christine Clifford is a sought-after professional speaker and author of eight books including You, Inc. The Art of Selling Yourself, coauthored with Harry Beckwith. Author has direct experience closing major deals, having taken her company from a million dollar per year loss to over $54 million in sales and having signed the largest contract in the history of her industry with Procter & Gamble, doubling the size of her company overnightIncrease your business's chance for success by improving your ability to secure profitable partnerships. Let's Close a Deal shows you how.
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CHRISTINE CLIFFORD is an award-winning Certified Speaking Professional, consultant, and CEO of Christine Clifford Enterprises. She is the author of eight books including You, Inc.: The Art of Selling Yourself. As a speaker, Christine has presented to over a million people. Her clients include 3M, Great Clips, Nordstrom, National Council on Aging, Siemens, and Prudential. A 20+ year cancer survivor, Christine wrote four humorous books about her story. Once the top salesperson in the multi-billion dollar retail services industry, Christine's accounts included Kmart, Toys"R"Us, Target, AT&T, Mattel, and Revlon. Taking her company from a million dollar per year loss to over $54 million in sales, Christine signed the largest contract in the history of her industry with Procter & Gamble, doubling the size of her company overnight.
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Foreword by Mark W. Sheffert ix
Acknowledgments xi
Overview and Introduction xiii
I What’s the Big Deal? 1
Chapter 1 Let’s Define the Deal 3
II Let’s Prepare the Deal 15
Chapter 2 Let’s Package a Deal 17
Chapter 3 Let’s Customize a Deal 25
Chapter 4 Let’s Niche a Deal 33
Chapter 5 Let’s Market a Deal 45
Chapter 6 Let’s Connect a Deal 59
Chapter 7 Let’s Partner a Deal 73
III Let’s Present the Deal 89
Chapter 8 Let’s Pitch a Deal 91
Chapter 9 Let’s Perk-O-Late a Deal 107
Chapter 10 Let’s Ask for a Deal 117
IV Uh, Oh . . . No Deal? 127
Chapter 11 Let’s Not Ruin the Deal 129
Chapter 12 Let’s R-R-Reapproach the Deal 135
Chapter 13 Let’s Revisit a Deal 147
V Here’s the Real Deal 153
Chapter 14 Let’s Follow Up a Deal 155
Chapter 15 Let’s Revel in a Deal 173
Summary: On to the Next Deal 181
About the Author 185
