Cory Hansen

Be good to be great.

Revisado: 05-26-18

I have learned so much from this book every time that I have read it. First of all, closing starts long before the first interaction. Closing sales is not about verbal voodoo. But, it is about sales people who are focused on their craft, with good intent, and alignment with the outcomes of customers. I have never read a book which help to close business by growing the capacity and the goodness of sales people like this one.

It reminds me of watching NBA teams play basketball. All of them are professionals but the greatest scorers rarely win a championship and can almost never repeat that outcome. It does take the ability to score, but the repeatable form of success requires a system to win championships. This book presents the system for turning a determined sales professional into a systematic closer because the needs of the customer are at the center of this system. This book will guide you on how to understand the explicit and implicit needs of customers, but also help you, as the sales professional, to understand what YOU are explicitly and implicitly saying through the process.

I love this book, and cannot wait for the author to publish again. It sounds like there may be a book coming about the discovery process with customers.

Sincere gratitude to the author for so carefully documenting his personal sales growth but also for researching and sharing the science behind interpersonal relationships and how this knowledge so fittingly relates to the selling process.

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