{"product_id":"closing-is-not-your-problem-jaclyn-nelson-9781736480502","title":"Closing Is NOT Your Problem!","description":"\u003cp\u003eThe authors realized that despite billions of dollars being spent annually on sales training, only the top 20% of sales teams around the world, were closing most of the revenue (80% or more) causing stress on management and owners. This is called the 80\/20 rule.\u003c\/p\u003e\u003cp\u003eThe 80\/20 rule has persisted and, until now, has never been solved. How do we get the rest of the sales team closing like the top salespeople?\u003c\/p\u003e\u003cp\u003eOne of the discoveries they made was that most of the sales training focuses almost exclusively on closing. Of course, closing is important- that's where the money is made. But there's a great deal more to a sales process than closing.\u003c\/p\u003e\u003cp\u003eA simple, observable fact emerged: If so much money and time was being spent on improving sales, but the 80\/20 rule was still a problem and the focus of that money and time was on closing, then closing must not be the problem!\u003c\/p\u003e\u003cp\u003eThrough years of research, they found the focus on closing in sales training programs was in part causing the problem!\u003c\/p\u003e\u003cp\u003eTrying to close as the focus of sales training, along with the overall generational decline in communication skills has created a recipe for sales program failure. It has also made the 80\/20 rule an even more solid reality.\u003c\/p\u003e\u003cp\u003eThis book presents their research and combined 50+ years' experience resulting in a new approach to selling, sales management and training. They have re-engineered the selling and sales process to solve the 80\/20 problem!\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Jaclyn Nelson, Lisa And Nick Terrenzi\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1736480502\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781736480502\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Terrenzi\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 01\/01\/2022\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 256\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.76lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.54d","brand":"Jaclyn Nelson","offers":[{"title":"Paperback","offer_id":46962674696447,"sku":"9781736480502","price":16.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_f5b97a4d-25d5-4ec5-b248-a5a724c8835e.jpg?v=1750652182","url":"https:\/\/www.whiterainbookhouse.com\/products\/closing-is-not-your-problem-jaclyn-nelson-9781736480502","provider":"WR Book House","version":"1.0","type":"link"}