Greg Bennett on How to "Close" a Consultative Sales Deal
Jan 24, 2019
Lois Kelly is the author of Beyond Buzz: The Next Generation of Word of Mouth Marketing. She’s dedicated her career to helping companies talk about their companies and issues in ways that get people to buy, believe and change, no matter how complex the topic or how competitive the market. Clients have included SAP, Sun Microsystems, Sapient, FedEx, The Business Innovation Factory, Hyperion, eRoom, Copernicus, Orange, and SAS Institute.Lois’ articles have appeared in USA Today, The Wall Street Journal, Brandweek, Advertising Age, and Adweek, and she frequently speaks at conferences on marketing and communications throughout the world. Lois is a board member of the Tony-award winning theater, Trinity Repertory Company, and is an advisor to Northeastern University’s fast-growing Communications Studies program.
For additional training on this topic, consider these AMA seminars:
Fundamentals of Marketing: Your Action Plan for Success
AMA's Advanced Course in Strategic Marketing
The Power of PR: Keys to Public Relations Success
For related reading from AMACOM Books:
Beyond Buzz: The Next Generation of Word-of-Mouth Marketing
Branding Unbound: The Future of Advertising, Sales, and the Brand Experience in the Wireless Age
The Marketing Plan, 3rd editionGreg Bennett has been a top sales trainer, consultant, strategist and coach since 1988. He is the author of the book "Consultative Closing", which offers simple steps that build sales-client relationships while winning even the toughest sales....Greg Bennett has been a top sales trainer, consultant, strategist and coach since 1988. He is the author of the book "Consultative Closing", which offers simple steps that build sales-client relationships while winning even the toughest sales.
Bennett has worked with hundreds of organizations and thousands of salespeople in a wide variety of industries, including extensive sales consultation and strategy development for over 150 professional sports teams and major universities across the country. His strategies and techniques are considered by many to be the most realistic and user-friendly available anywhere. He focuses on the fundamentals of sales success, with a special emphasis on what he calls "consultative closing" strategies designed to help consultative sellers, business owners and professionals become more effective closers.
In 1998, Bennett developed the first online sales training site, www.SalesTrainingTV.com, and began using the internet to revolutionize the way training programs could be delivered to sales managers and salespeople on the front lines.
Bennett is also partner in a sports-consulting and branded-product-development company called APC (Altitude Profit Consulting), a partner organization with Kroenke Sports Enterprises, owners of the Denver Nuggets, Colorado Avalanche, Colorado Rapids, and several other sports and entertainment entities. APC also develops sales-related promotional products and apparel for pro teams and corporations. AMA_Edgewise_0709.mp3