The Perfect Close Workbook: A Step by Step Guide to Closing Sales Paperback – December 17, 2018

Here is something about a workbook that, well, makes me want to get to work!Filling in the exercises and developing how I will use the content of someone’s book... that makes me excited to try the new things I’m learning.In fact, that is how James Muir starts off his introduction: “One challenge to learning is the ability to translate general concepts into your own specific situations.” (pg vi)James Muir's book and accompanying workbook The Perfect Close describe three things:1. Close – a firm commitment to buy. It is the consummation of the sale and the final order that marks the transition from evaluating to ownership and actual use of the product or solution.2. Advance – a significant action that requires energy by the client – either in the call or right after it – that moves the sale toward a decision.3. Continuation – a situation where the sale will continue, yet no specific action has been agreed upon by the customer to move forward.One takeaway from the workbook that I had not considered before is: Ranking the strength of an advance with 1 being weakest and 5 being the strongest. This approach engaged my brain in a new way, and I think better with a pen in my hand anyway.So, I started thinking about advances and doing the math on how they rank.Here are some of my ideas:> Continuation: The prospect says “it’s interesting” and “will be in touch when they have a need.”> Advance (Weakest): Prospect agrees to talk again about a specific pain point and potential solution.> Advance (Middle): Prospect accepts a meeting request.> Advance (Strong): Prospect suggests – and then does – gather their team together for a demo/presentation/etc.> Advance (Strongest): Prospect proceeds to evaluation stage to test proof of concept.If you want to take action and sell more; buy this workbook AND work it!

I have been begging sales authors for years to put out a physical workbook as a companion to their best-selling books and James Muir has done it. Reading books for improving your sales skills is a great FIRST STEP, but if you are going to implement what you have just read, a workbook is an absolute necessity! This companion to the best selling "THE PERFECT CLOSE" is packed full of wor4ksheets, exercises, flow-charts and more all adding tremendous value to what you are learning. You can (and should) fill out exercises right in the book, but in a stroke of genius, the author provides access to a load of complimentary online resources including electronic versions of all the forms, models and figures, Opportunity Research Forms and a whole treasure-trove of additional information that you can print out and use.This workbook represents the future of learning in training. You will get more out of using this workbook than any conferences or speeches you attend. Get it, use it, apply it and IMPROVE your sales results.

“The Perfect Close Workbook” by James Muir provides a deep dive into one of the most important selling skills: how to conclude each meeting with an agreed-upon next-step that your buyer is strongly bought in to.When I started my career in sales I was taught to ask for the maximum level of customer action commitment at the end of each meeting. For example, “Can we schedule a demonstration?”The problem with my old approach was that the customer would answer me either “yes” or “no.” Or even worse, the dreaded “call me back in a couple weeks.” As Muir points out, recommending a next-step action to a prospect is risky because it creates pressure and tension for the customer. And, if the answer the customer gave me was “no” – my sales opportunity would grind to a halt.A better way to ask for customer action is to use Muir’s two-question perfect close. An example of question #1 is: “Would it make sense for us to schedule a demonstration?”Notice that by adding the phrase, “Would it make sense…” you take all the pressure out of the answer for the customer. You did not ask the buyer to schedule a demo. Instead, you asked a question about the timing of scheduling a demo. If the customer answers “no” they are saying that the timing for a demo now isn’t right.If you happen to get a “no” answer to your “Does it make sense…” question, you then ask the #2 question in the Perfect Close sequence, “OK. What would be a good next step?” The answer to this question is the buyer’s logical and natural next-step for them. It creates a perception in your buyer’s mind that they are in control.For sales managers, “The Perfect Close Workbook” can be especially valuable for onboarding new-hires. I say this because the topics and exercises provided are comprehensive. The book provides exercises on maintaining a positive mindset, call planning, value creation, etc. In all, 49 practical exercises that can be completed by salespeople without a manager’s supervision.“The Perfect Close Workbook” delivers practical techniques that can be easily implemented into your existing sales process to increase sales. The technique is great, and I am already seeing positive results using it in my discussions with clients.

“I have just received a copy of ‘The Perfect Close Workbook’ and I am blown away by the amazing design work and the depth of the exercises within. This workbook is just jammed with all of the goodies that amazing consultative sellers such as author James Muir use on a daily basis to close out deals in a way that are collaborative and customer-centric. It takes most in sales years to accumulate this type of knowledge. James Muir has mirrored his best-selling book ‘The Perfect Close’ so that users of his workbook can virtually rewire their sales brains to operate at peak performance by honestly completing ‘The Perfect Close Workbook’. I can easily recommend this workbook! It is so professionally constructed that it will be a constant companion for all of those in sales who want to grow customer relationships that will last a lifetime. My advice to you??? Invest in a copy of ‘The Perfect Close Workbook’ and get ready to start landing whale sized accounts!”

Learning is multifactorial, James Muir 's commitment to providing salespeople with a workbook to deepen their learnings on The Perfect Close by creating a workbook takes sales training to the next level. If you want to improve your close ratio make sure you get a copy of his book and workbook.