Closing the Sale
Customer success leads to your success—when you learn how to guide the conversation and turn talking into decision-making.
Closing is a process, not an event. In the closing process, there are inevitably many conversations with a variety of potential clients. Closing the Sale will teach you how to influence good decisions to achieve mutually beneficial outcomes from these conversations.
For clients, decision-making can seem daunting. They may often favor the noncommittal “maybe” over the decisive “yes” or “no.” Closing the Sale will teach you how to help your clients make the best possible decisions for both their business goals and your own, and attain the only real success—the win-win situation.
Because the more you focus on creating success for your clients, the more successful you will be. Learn to: •Identify the End in Mind Decision •Address Client Key Beliefs •Resolve Objections •Prepare the Conditions for Good Decision-Making •Open Purposefully—and Close Powerfully
Craig Christensen, Dennis Susa, Sean Frontz
A committed long-distance runner and father of six, Craig Christensen knows all about endurance. Since earning his MBA at Harvard, Craig’s career has included previous responsibilities as a Wall Street banker, commercial developer, and leading organizational consultant. He is a cofounder of Ninety Five 5?a sales transformation practice on the “Inc. 500 Fastest Growing Companies in America” list?which was acquired by FranklinCovey in 2013. He is now Global Practice Leader of FranklinCovey’s Sales Performance Practice. Craig helps clients succeed by winning more profitable business, combining the best of leadership development, behavior change, and sales management into measurable results.Dennis Susa has played nearly every role in the areas of sales, consulting, and field marketing. A writer, outdoorsman, amateur archeologist, and married father of three boys, his personal interests are as wide-ranging as his professional background. He earned a BA at Hillsdale College in Michigan. Prior to joining FranklinCovey’s Sales Performance Practice, Dennis held a number of sales leadership positions for over two decades with IBM and Microsoft. Today, having developed and delivered sales transformation programs across a wide spectrum of enterprises and industries, Dennis’s core expertise is building, coaching, and managing sales and consulting teams in complex selling situations.Sean Frontz has taught leaders and managers worldwide in the principles of effectiveness since earning his master’s degree in psychology from Loyola University in 1996. Over the past seven years, he has specialized in understanding what makes the best salespeople the best. As a Senior Consultant in FranklinCovey’s Sales Performance Practice, Sean has helped design practical tools and pragmatic systems that both sales professionals and leaders use to increase their sales performance. Father to five children, Sean lives in Charleston, South Carolina, where his family enjoys boating and outdoor activities.
