Very Little but Very Powerful Book on Closing by Jeffrey Gitomer

Last updated: Aug 4, 2023

Summary of Very Little but Very Powerful Book on Closing by Jeffrey Gitomer

The book "Very Little but Very Powerful Book on Closing" by Jeffrey Gitomer is a comprehensive guide to mastering the art of closing sales. Gitomer emphasizes the importance of closing as the ultimate goal of any sales interaction and provides practical strategies and techniques to achieve success in this crucial aspect of selling.

Gitomer begins by debunking common myths about closing, such as the belief that it is manipulative or pushy. He argues that closing is simply the natural progression of a successful sales process and should be viewed as a win-win situation for both the salesperson and the customer.

The author highlights the significance of building trust and rapport with customers throughout the sales process. He emphasizes the importance of understanding the customer's needs, desires, and objections in order to effectively address them and ultimately close the sale.

Gitomer provides a step-by-step framework for closing, starting with the preparation phase. He emphasizes the need for thorough research and planning before engaging with potential customers. This includes understanding the customer's industry, competitors, and specific pain points.

The author then delves into the importance of effective communication and persuasion techniques during the sales presentation. He emphasizes the power of asking open-ended questions to uncover the customer's needs and desires, as well as active listening to demonstrate genuine interest and understanding.

Gitomer also explores various closing techniques, including assumptive closing, alternative choice closing, and trial closing. He provides examples and scenarios to illustrate how these techniques can be applied in different sales situations.

Furthermore, the author addresses common objections and offers strategies to overcome them. He emphasizes the importance of reframing objections as opportunities to provide additional value and address the customer's concerns.

In addition to specific closing techniques, Gitomer emphasizes the importance of mindset and attitude in closing sales. He encourages salespeople to adopt a positive and confident mindset, as well as a genuine desire to help customers achieve their goals.

The book also covers the importance of follow-up and relationship-building after the sale is closed. Gitomer emphasizes the need for ongoing communication and support to ensure customer satisfaction and foster long-term loyalty.

In conclusion, "Very Little but Very Powerful Book on Closing" by Jeffrey Gitomer provides a comprehensive guide to mastering the art of closing sales. It offers practical strategies, techniques, and mindset shifts to help salespeople effectively close deals and achieve success in their sales careers.

1. The Power of Asking Questions

In his book, Jeffrey Gitomer emphasizes the importance of asking questions during the closing process. He explains that asking the right questions not only helps you understand your prospect's needs and desires but also builds trust and rapport. By asking open-ended questions, you encourage your prospect to share more information, allowing you to tailor your pitch and offer a solution that meets their specific needs. Additionally, asking questions shows that you genuinely care about your prospect's success and are committed to finding the best solution for them.

Gitomer suggests using a variety of questions, including situational, problem-solving, and future-oriented questions. These types of questions help you uncover pain points, challenges, and goals, enabling you to position your product or service as the ideal solution. By mastering the art of asking questions, you can engage your prospects in meaningful conversations and increase your chances of closing the deal.

2. The Importance of Building Relationships

According to Gitomer, closing is not just about making a sale; it's about building long-term relationships with your customers. He emphasizes the value of trust and likability in the sales process. By genuinely caring about your prospects and focusing on building relationships, you create a foundation of trust that can lead to repeat business and referrals.

Gitomer suggests several strategies for building relationships, such as active listening, showing empathy, and providing value beyond the sale. He encourages salespeople to go above and beyond to exceed customer expectations and create memorable experiences. By prioritizing relationships over transactions, you can establish yourself as a trusted advisor and differentiate yourself from the competition.

3. The Power of Persistence

In his book, Gitomer emphasizes the importance of persistence in closing deals. He explains that many salespeople give up too easily, missing out on potential opportunities. Gitomer encourages salespeople to follow up consistently and stay top of mind with their prospects.

Gitomer suggests using a combination of phone calls, emails, and personalized messages to stay in touch with prospects. He advises against being pushy or aggressive but instead recommends providing value and staying persistent in a professional and respectful manner. By staying persistent, you increase your chances of closing deals and building long-term relationships with your prospects.

4. The Power of Storytelling

Gitomer highlights the effectiveness of storytelling in the closing process. He explains that stories have the power to captivate and engage prospects, making your message more memorable and persuasive. By sharing relevant stories and examples, you can illustrate the benefits and outcomes your product or service can provide.

Gitomer suggests using stories to address objections, showcase success stories, and create emotional connections with your prospects. By crafting compelling stories that resonate with your audience, you can overcome objections, build credibility, and ultimately close more deals.

5. The Importance of Preparation

According to Gitomer, preparation is key to successful closing. He emphasizes the importance of researching your prospects, understanding their needs, and tailoring your pitch accordingly. By investing time in preparation, you demonstrate professionalism and show your prospects that you value their time.

Gitomer suggests creating a checklist of key information to gather before each meeting or call. This includes researching the prospect's industry, competitors, and recent news, as well as understanding their pain points and goals. By being well-prepared, you can ask relevant questions, provide tailored solutions, and increase your chances of closing the deal.

6. The Power of Confidence

Gitomer emphasizes the importance of confidence in the closing process. He explains that prospects are more likely to trust and buy from salespeople who exude confidence in themselves and their product or service.

Gitomer suggests several strategies for building confidence, including mastering product knowledge, practicing your pitch, and visualizing success. By investing time in building your confidence, you can overcome objections, handle rejections, and close deals with conviction.

7. The Power of Follow-Up

Gitomer stresses the significance of follow-up in the closing process. He explains that many sales are lost due to lack of follow-up or poor follow-up strategies. Gitomer advises salespeople to follow up promptly and consistently with their prospects.

Gitomer suggests using a combination of phone calls, emails, and personalized messages to stay in touch with prospects. He recommends providing value in each follow-up interaction and customizing your messages based on the prospect's needs and preferences. By staying top of mind and showing your commitment to their success, you increase your chances of closing the deal.

8. The Importance of Continuous Learning

Gitomer emphasizes the importance of continuous learning in the sales profession. He encourages salespeople to invest in their personal and professional development to stay ahead of the competition.

Gitomer suggests reading books, attending seminars, and seeking mentorship to enhance your sales skills and knowledge. By continuously learning and improving, you can adapt to changing market dynamics, refine your closing techniques, and achieve long-term success in sales.