The Very Little but Very Powerful Book on Closing - Jeffrey Gitomer

Book Summary

"The Very Little but Very Powerful Book on Closing" is a book by sales expert Jeffrey Gitomer. The book focuses on the art of closing sales and provides practical tips and strategies for sales professionals to improve their closing skills.
The book is divided into short chapters, each focusing on a specific aspect of closing. Gitomer emphasizes the importance of building rapport with prospects, understanding their needs and objections, and creating a sense of urgency to close the sale.
Gitomer provides a variety of techniques for closing sales, including the assumptive close, the takeaway close, and the trial close. He also emphasizes the importance of following up with prospects and overcoming objections.
Throughout the book, Gitomer stresses the importance of being ethical and building long-term relationships with customers. He emphasizes that closing a sale is not about tricking or pressuring a prospect, but rather about understanding their needs and providing a solution that meets those needs.
Overall, "The Very Little but Very Powerful Book on Closing" provides practical guidance for sales professionals to improve their closing skills and achieve greater success in their sales efforts. The book emphasizes the importance of building relationships, understanding customer needs, and using ethical techniques to close sales.

Key Takeaways

Closing is an essential part of the sales process: People are motivated when they have control over their work and environment. Autonomy allows individuals to use their own judgment, creativity, and skills to complete their work in their own way.
Building rapport and understanding needs: Gitomer stresses the importance of building rapport with prospects and understanding their needs in order to effectively close the sale.
Creating a sense of urgency: Gitomer suggests creating a sense of urgency by highlighting the benefits of the product or service and demonstrating how it meets the prospect's needs.
The assumptive close: One technique for closing the sale is the assumptive close, where the salesperson assumes that the prospect is ready to buy and asks for the sale.
The takeaway close: Another technique is the takeaway close, where the salesperson suggests that the product or service may not be the right fit for the prospect, which can create a sense of urgency and lead to the sale.
Following up and overcoming objections: Gitomer emphasizes the importance of following up with prospects and overcoming objections in order to close the sale.
Ethical selling: Gitomer stresses that closing the sale is not about tricking or pressuring a prospect, but rather about understanding their needs and providing a solution that meets those needs.
Building long-term relationships: Gitomer emphasizes the importance of building long-term relationships with customers, as repeat business and referrals can be a significant source of sales.