Regular price: $14.95

Membership details Membership details
  • A 30-day trial plus your first audiobook, free.
  • 1 credit/month after trial – good for any book, any price.
  • Easy exchanges – swap any book you don’t love.
  • Keep your audiobooks, even if you cancel.
  • After your trial, Audible is just $14.95/month.
Select or Add a new payment method

Buy Now with 1 Credit

By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Buy Now for $14.95

Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Publisher's Summary

If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to listen to this book.
Here's the deal:
At its core, selling isn't a patchwork of cheesy closing techniques, annoying high-pressure tactics, or gimmicky rebuttals.
True salesmanship follows very specific laws, has very specific steps and stages, and leaves a customer feeling happy and helped. It's honest, respectful, enlightening, friendly, and done with real care. It's the type of selling that wins you not only customers, but fans.
Not coincidentally, this is the type of selling that truly great salespeople have mastered. This is the type of selling that keeps pipelines full and moving, and that builds a strong, loyal customer base that continues to give back to you in the form of customer loyalty, reorders, and referrals.
Well, that's what this book is all about. It will give you a crystal-clear picture of the exact steps that every sale must move through and why, and how to methodically take any prospect through each, and eventually to the close. And how to do it with integrity and pride.
In this book, you'll learn things like:


The eight precise steps of every sale. Leave any out, and you will struggle. Use them all correctly, and you will be able to close unlimited sales.
The true purpose of the presentation and the crucial, often-missing steps that need to be taken first. If you're making the same presentation mistakes as most other salespeople, this chapter alone could double your sales.
How to easily discover which prospects can use and pay for your product/service, and which can't. Time is your most valuable commodity as a salesperson, and if wasted, it costs you money.
Learn how to smoothly create an abundance of closing opportunities, and know when to ac
©2012-2015 Mike Kaplan (P)2015 Mike Kaplan
Show More Show Less

Customer Reviews

Most Helpful
5 out of 5 stars
By Klaumbaz on 10-01-16

excellent book

I've been in sales for 8 years, and this book eloquently and succinctly shows the entire sales process. for any experienced person or new person to sales this is a great book to read and keep on your shop

Read More Hide me

2 of 2 people found this review helpful

5 out of 5 stars
By jsw on 09-17-16

Very Tactical

Great book with specific steps and homework. I frequently listen in the car, but after finishing this one, I'll go back through it and take notes and do the exercises. I recommend it.

Read More Hide me

2 of 2 people found this review helpful

See all Reviews

Customer Reviews

Most Helpful
5 out of 5 stars
By Vac on 09-06-16

really good

About to try the 8 step program with my team. Really good practical book. recommended

Read More Hide me
See all Reviews
© Copyright 1997 - 2018 Audible, Inc