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20 of 21 found the following review helpful:
 Must-read material for all Sales Professionals Aug 06, 1997
I have read this book about 5 times since purchasing it 2 years ago. Each time I read it, my sales increase by about 40%! I am now the sales manager of a large Internet Backbone Provider and I have floated this book around my sales force as required reading. Each one of my reps who reads it, orders one for themself. I highly recommend this book to anyone who is serious about selling and about increasing thier income
13 of 13 found the following review helpful:
Only for those who want to close more sales Nov 15, 2003
By We're Going Places!!
I initially was turned off by this book because it appears to be too much "old school." Having now read the book and used many of the techniques, have noticed an increase in actual sales. If you can't close, all you have done is had a conversation.While some of the objections covered are not new, the manner in which Pickens responds is somewhat new and different. But that should come as no surprise since the author is a true master closer with decades of real world experience. Not someone hiding behind a managers oak desk. "The Closers" is 10 chapters and 278 pages of powerful information. It includes the 20 greatest closes and 15 buyer objections and forty-five red hot closer responses. Something that stood out for me occurred in the chapter on how a closer thinks. The author states that if you take out the letter "c" out of closer it spells loser. The "c" stands for confidence, compassion, control and courage. Strong point! The warning on the front of the book may be a little misleading. I believe that anyone and everyone who wants to be a sales professional must read this book. However, if your goal is to stay at the novice level forever, then this book is not for you. The closers is a must read for all sales professionals and I highly recopmmend it.
18 of 20 found the following review helpful:
THE GREATEST HOW-TO-SELL BOOK EVER WRITTEN! Aug 30, 2001
By Rhino
I'm going to say this bluntly: If you're in commission sales, and you don't have this book, you're nuts.
This book isn't full of some pollyanna junk that so many how-to-sell books have in them. This book is written by a guy who is in the sales trenches everyday, and he isn't afraid to tell you how the real sales world really is. He tells you how to get the sale that day! And make it stick! He tells you how to close a customer without hearing those words that every salesperson dreads--"I want to think about it."
Warning: IF you are looking for pollyanna, positve thinking sales writing, that puts the customer on some sort of pedastal, don't buy this book. Go to a Zig Zigglar book and forget about it. But if you're looking to close sales and make lots more money, then this book is for you.
Trust me, you haven't read a sales book like this one! I own two copies! IT WORKS!
20 of 23 found the following review helpful:
I have read over 250 sales books and this one is the best! Dec 08, 1998
By Jason Evans(Closer111@Aol.com)
Most sales books don't tell closing how it really is. When you look in the contents section for closing or objection handling and IF they even have this it is usally about 2 pages in lenth. The Closers is strong! If every salesperson had this and applied it then the few closers out there might have some compitition. Truth is that this book is ahead od it's time. In the word of touchy-feely sales books that don't deal with selling how it really is this one tells it how it is. I have read 250 sales books and this one is by far the best. I am currently writing my own sales book and I hope it can be in the same catagory as THE CLOSERS! The book should be the number one rated sales book on Amazon.com, period!
11 of 12 found the following review helpful:
 Depends on what you sell Feb 25, 2003
If you sell timeshare, computer training courses, kitchen knives door-to-door, or any other type of "must absolutely get the sale today" type of product or service, then this book is for you. Personally, I'm not comfortable with the techniques used in the book anymore as I've evolved into more of a "new school" sales consultant. If your sales career depends on building long-term relationships, avoid this book. Some of the closes (the safety deposit box close, for example) are outright diabolical.
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