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Let's Close a Deal: Turn Contacts into Paying Customers for Your Company, Product, Service or Cause

ISBN: 978-1-118-52155-7
189 pages
April 2013
Let

Description

Close deals with major corporations, organizations or individuals who can propel your business to the next level

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 deal
  • Articulates the sale from conception, preparation, presentation to close
  • Author 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 overnight

Increase 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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Table of Contents

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

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Author Information

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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Press Release

March 29, 2013
Close the Deal by Turning Contacts into Paying Customers

Close deals with major corporations, organizations or individuals who can propel your business to the next level

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.” The book takes you step-by-step through preparing, presenting, revisiting, and following up a deal, explaining how to:

  • Establish “Niche Notoriety” and build a top-of-mind awareness with your target audience
  • “Perk-O-Late” a deal by identifying the surprise bonuses that will make or break a deal’s success
  • Re-treat, Re-evaluate, and Re-approach if you are turned down
  • Turn “no’s” into “yes’s”
  • Look for business in all the “wrong” places
  • Rescue a deal when it goes south with quick on-your-feet recoveries

Increase your business's chance for success by improving your ability to secure profitable partnerships. Let's Close a Deal shows you how.

See More
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