The Closers

Product Details

Product Reviews

(2 stars) - Who is he kidding?
Poorly written, and an insult to your intelligence, November 21, 2009

I was quite taken aback by the style and content of this book supposedly written for "professionals". The author must be aiming at the lowest intelligence level of his intended audience as evidenced by the frequent contradictory statements, FACT-ual statements that sound hokey, and redundant material. Perhaps I missed the point of this style of delivery but it seems to me the entire book could have been condensed into half as many pages. I felt somewhat insulted by the author's take on customers perspectives and got the impression he was addressing a gullible reader. Some of the methods emphasized also seemed deceptive although in different spots in the book he would contradict himself and say one had better tell the truth at all times, because the customer comes before you. I got the impression that you could deceive the customer - as long as your were sincere. Much of the sales jargon used in this book (mind control, setting the trap, trapping the customer with his words, going in for the kill, closer and customer are opponents, when sale is made the customer has lost and closer has won, etc) seemed to conflict with the author's emphasis on sincerity, love for the customer, caring about what the customer needs, says, does, etc.

That being said, there was some good material to be learned by the novice closer, once you get past the redundant writing style. But it does seem that the author lived in a different era and some of what he says just will not fly in our society today. Someone needs to rewrite this material for clarity and consistency and greater credibility.

(5 stars) - 36 Years Old and still contemporary
I read this book when it was newly published in 1984. It was a WOW of a learning experience for me then about the reality of people, their conditioned behaviors, and, moreover - how to handle each and every type of prospect with "sure-fire" results. After re-reading the book now in 2009, I realized that the age-old tenets that it puts into comprehensive workable strategies, which will never alter because inate human nature and behavior doesn't change. Then 40 years old and considered by many a "polished" Closer, the principles of closing - not sales - propelled me quickly to the ranks of the "Master Closers" with utility its input that can be called into action immediatley.

The real magic of the book's content lies in the sage advice of the the older, wiser veteran closer to that of the younger less experienced impetuous salesperson. The majority of content is so "spot on" the analysis of buyers habits and the failure of mediocre salespeople to properly interpret those certain subtleties that add up to missed by amateurs. The subsequent "veteran's" hints, tips and tricks places buyers so methodically and categoricaly that are the "keys" to consistent high closing ratios by any salesperson that really desires Master Closer status and exponential commisssion growth. Most of all, it inspires all of us in the profession of selling to accede to the world of understanding mentality, behavior and counteractions of buyers with accurate interpretation which causes them to say NO to salespople and YES to closers. It is a must read for anyone who wants to take themselves and their income to the next level.The Closers

(5 stars) - excellent book on closing the sale!!
People seem to either love or hate this one. Personally, I loved it. Lots of common situations and how to deal with them. It's almost scripted.

Not all situations will be things that you face in your day-to-day business and not all the ways Ben Gay III deals with them will work for you (some are pretty aggressive), but this is a good blueprint which you can edit for your needs. It works great in face-to-face sales, if you're good at memorizing how to deal with these situations, but I often use it as a reference when doing sales by email or other methods where I don't have to come up with a response right away.

I think it's a great book for all salesmen. Take what you like, leave what you don't. Again, not everything here will work for everybody, but there is some pretty good stuff here and most people should be able to find something that works for them.

(5 stars) - You better read this
I read this book many years ago and have returned to it a number of times. Some reviewers call this book manipulative, arm-twisting, and otherwise unethical. I agree! But when you earn your living by commission as I have for the last 20 years, I'm continually stunned at how prospects happily lie, misrepresent, go around my back, cancel at the last minute, and otherwise waste my time.

Over the years I've developed a trust-based, consultative sales style, based mostly on SPIN Selling (fantastic book), but I believe a salesperson has to occasionally remind themselves that sales is a war and the prospect is your adversary; trying to milk information from you while giving little, maximizing their time, and manipulating you for the lowest possible price.

Wake up. The salesman-prospect relationship is adversarial, no matter how "consultative" you are. At least "The Closers" isn't shy about stating that. Basically, The Closers says, "it's a war; the prospect is your opponent who will do everything in their power to take advantage of you, so here are your tools of attack and defense."

Even if you use mostly consultative sales like I do, The Closers has dozens of subtle techniques i.e. how to seat prospects, how to introduce yourself, how to deal with the spouse, etc. that I now do unconsciously and they help my sales tremendously.

In truth, I never used many of the book's suggested "closes" because with the power of the general approach the book teaches, a simple assumptive close does the trick almost every time.

Love it or hate it, this is required reading for every sales professional.

(1 stars) - The Worst Book Ever on Closing Techniques
The Closers Part I may be the worst book ever written on closing techniques.

None of the ideas suggested in this book should ever be used by salespeople who have a conscience. If you are the kind of person who follows the golden rule of treating others the way you like to be treated then throw this book away, it can't help you.

On the other hand, if you enjoy watching wolves tear helpless sheep to shreds or juvenile delinquents set cats on fire then The Closers Part I will turn you on.

The question is not whether you will close more sales using the high pressure tactics recommended in this book, you will. The question is whether you are willing to have people come to fear and hate you and possibly rearrange your face because you push the wrong person too far for the sake of a sale.

The Closers Part I is all about applying every aggressive psychological and emotional arm twisting approach dreamed up by merciless timeshare salesman from the stone age. The overriding philosophy is to make the sale no matter what and screw the possibility of followup or referrals.

A far better book to read is Bill Good's "Hot Prospects". It isn't specifically about selling but about prospecting. Prospecting comes before selling anyway doesn't it?

Following Bill Good's advice you and your prospects will actually enjoy the sales process. You will have better relationships with them and more prospects will eventually buy your products. Prospects will actually like you and send referrals your way. It may take a little longer but it will be worth it.

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