Chris Lösch, the author, is a highly motivated individual, driven and ambitious. He conveys his knowledge of how to become a master in closing business deals in an easy-to-understand manner for everybody.
More than 20 years of sales experience in international sales serve as basis for each and every statement in the THE MASTERCLOSER. Chris Lösch started his sales career early in life. During a train drive to his violin teacher, he persuaded a group of tourists to pay him for playing the violin.
Later in life, as a teenager, he sold other products such as toys. Once out of high school, Chris did an apprenticeship as a Whole- and Foreign Trade Merchant. As such he started successfully selling to corporate connecting elements, fixtures and fittings.
Financial products came next. Chris sold shares of supermarkets as well as stocks and bonds for globally operating household-name financial institutions. He has extensive sales knowledge and has excelled at meeting, and indeed, exceeding set targets. He thrives in sales roles and the challenges these provide. He has worked in telesales and face-to-face consultative sales for most of his life.
Currently Chris sells SOFTWARE to Top-100 stock market listed companies in Germany, Austria, Switzerland, France, Spain and the UK. He still enjoys creating new business, developing business relationships, maintaining those relationships and upselling during follow-up meetings in the same way as he has for the last two decades+.
THE MASTERCLOSER is the book for you if you want to use Chris`s sales knowledge he has gained during countless phone conversations with customers and countless customer meetings- and video conferences. Chris has excelled at closing deals on the phone and in face-to-face consultative selling.
THE MASTERCLOSER is about swift selling but not hard-selling. Chris is a highly experienced, self-motivated and determined sales executive with a proven track record to deliver consistently high quality execution from cold calling through to final negotiations of multi $m global enterprise agreements on C-level and this approach is what you can learn by studying THE MASTERCLOSER.
Approaching investment bankers is different than dealing with IT-professionals. There is no one-size-fits-all & anybody in sales who suffers from mediocre results tries to sell in the same way to just everybody they meet. Whilst we all have something in common, we also are all very different. THE MASTERCLOSER takes that into account as without that knowledge, nobody could possibly become a MASTERCLOSER.
How about obstacles? There is a reason why obstacles appear – THE MASTERCLOSER will show you how to deal with them. How about objections? Preparation and confidence will get you through them too. THE MASTERCLOSER has the answer for you.
Knowledge is not king alone. If it were university professors would be great sales people. As we know, most of them are not. How to prove your competence is part of what THE MASTERCLOSER is about. You will master this by the end of the book.
Know your audience and know your customer! If you have time, checking out the following can help you a lot:
- Who is the company owned by – Private or public?
- Is it part of a larger group – are there subsidiaries you should be aware of?
- Who are their main competitors?
- How are they viewed in the market place?
- Read recent press cuttings.
- Look at their website.
- Obtain a copy of their company brochure.
- What services or products it has to offer.
- Look at current growth to date and what the potential for the future is.
To make sure you start on the right foot; here are some essential dos and don’ts:
Essential Dos and Don’ts with customers:
- DO smile and maintain good eye contact throughout.
- DO dress conservatively.
- DO come prepared with a list in mind of questions to ask.
- DON’T answer questions with just a “yes” or “no” – always back up your answers.
- DON’T ridicule & you may step on your customer`s feet.
Do not underestimate the power of body language. The way in which you present yourself will tell your customer much more about you than what you say about your product. People buy people first.
Your handshake should be firm, but not too forceful!
Do not slouch; always maintain good posture.
Be a good listener. Acknowledge your customer’s comments with nods, and if there is more than one present, switch your glance between them at regular intervals.
Try not to gesticulate, as it suggests nervousness.
Hi there! Thanks Chris for your book! I am have been in sales for 11 years now, am now an aspiring MasterCloser and am glad to say, I am getting more things right these days and that is good for the old wallet.
Robert K., Sales person
Chris, thanks for your course on MasterClosing. My company was founded in 1971, and has been providing quality hardware to the public ever since. Located in the suburbs, we have never been the first choice for people and because of that it is even more important for us to really master selling and do the right thing. Now we do, so thanks again for your book!
Thomas B., Business owner