Gone are the days when purchasers had a job to do and targets to meet. Every purchaser today is cutting-edge educated and a ball-playing entrepreneur. She keeps her personal values, corporate goals and ecological bottom lines all in the same horizon.
In the HeART of the CLOSE discover how to influence them and improve your profits! Master the tools, techniques and negotiating tactics that enable you to ethically influence your buyer’s perception of cost, value and benefits. This NLP* influenced, interactive and illustrated book is the answer to selling without really selling and co-creating value in the global marketplace.
Book also contains a chapter on sales management and a chapter with a 5-step process to coaching sales champions.
“Raju Mandhyan has this exceptional ability to combine wisdom, wit and inspiration. He stands taller than many coaches and mentors I have worked with. This book, the HeART of the CLOSE, is a manifestation of that wit, wisdom and inspiration for the sales person and the sales leader. In short, it is brilliant!”
Netrepreneur and Director, Ecoglobal Foundation, Philippines.
“The Heart of the Close is the most appropriate title for this book. Raju is painstaking in his effort to vividly describe what goes on in the dance between the sales person and the client. We all know the stages in selling but do we understand the minute details that lead to the close? Reading through Raju’s book will help you understand how you can add value and sustain a long-lasting, fruitful relationship with all your clients. I really like the book!”
Edwin C. Ebreo
President, ExeQserve Corporation
“I have always known Raju Mandhyan to be an insightful marketing man with an excellent gift of gab. I’ve also read most of the books he has written which were easy, purposeful read because of the witty and practical stories that re-enforce the learning he presents.
The HeArt of the Close presents itself to me as Raju’s culminating work on marketing. It starts with addressing the being-ness of the person wishing to seriously engage in a marketing career, proceeds to the crucial understanding of the evolution from the product to the inclusion of consumer-oriented marketing activities and finally the productive and sustainable growth of marketing results through coaching. I highly recommend The HeArt of the Close as an excellent resource on marketing.”
Life Coach, Facilitator & Change Advocate.
“Raju has been a college friend since 1974. For almost 40 years, we lost contact, and in a strange quirk of fate, we got reconnected via Facebook, and met up in Dubai soon thereafter.
A lot of people would write or comment about what Raju has written.
Besides complimenting Raju about the great material he writes, I want to mention a bit about the individual behind his writings.
Having come from very humble beginnings, having seen the major ups and downs and the vicissitudes of life, it is fascinating to see a human being who is a walking, talking example of a lot of the stuff he writes. Additionally, he continues to remain a loving husband, a doting father, a great friend, and a down-to-earth human being.
May his tribe grow and prosper!”
Deputy Chief Executive Officer, Eros Group, Dubai, UAE
“The HeART of the CLOSE underscores a natural appreciation for the sales process. More than the “how-to’s,” I like how Raju’s experience and wit weave throughout the book and how simplifies complex concepts.
This amazingly insightful book comes at an opportune time, when the intricacies of selling in this milieu invite a more evolved appreciation for being human than a successful sales person.
This book is a powerful resource for the newcomer and a valuable reminder for the experienced sales professional.”
Marie-Paul B. de Luna, PhD
Assistant Dean, SAIDI Graduate School of Organization Development, Philippines
“Raju’s book is unlike any of the selling books as he presents an out-of-the-box paradigm, where all aspects of feeling, thinking and implementing are clearly integrated. The art of the close shows us how to become more aware of others using auditory kinaesthetic, visual and mental faculties. My cognitive and intuitive ability to close deals has heightened after reading this book and thus I am now certain and excited to bring up my bottom-line by selling, in the Raju Mandhyan approach!”
Padma Mangharam Siap
CEO, Creative Magnate Institute, Cebu, Philippines.
“Very few authors can blend the amazing insights of NLP with authentic knowledge and experience of sales process to actually simplify the art of closing. Raju’s recommended philosophies and practices are priceless. An investment in these has the potential double the productivity of all sales people.
I wish I’d had access to such insights and techniques when I started off. Nevertheless I intend to coach my teams with the technology of the HeART of the CLOSE.”
CEO, Anexas, Europe
“As an analytics expert, I am asked quite often about how to use data to drive mores sales. Contrary to what most people expect, I generally suggest focusing more the process of the sale versus some new type of data-driven technology to increase sales. Raju Mandhyan, with his latest book, is right in line with my own experiences on how to be more successful in the art of selling.
Right off the bat, we are prompted by the author to consider the Reasoning brain, the Romantic brain and the Reactive brain in the sales process. This concept sets the stage for a fresh way to look at the art of selling. Concentrating more on the interaction between buyer and seller, Mandhyan makes it clear that by focusing on a more holistic approach to sales, we can achieve so much more than just closing a sale.
As an avid reader of business books, I found the HeART of the CLOSE a great read and will but it on my book shelf right next some of my favourites’ like Carnegie, Godin and Kawasaki. The book is full of ideas for the novice and veteran salesperson, solo sellers and big teams alike. It truly is indeed all about the heart when it comes to the art of closing.”
President and Founder of DMAI, Decision-Making, Analytics & Intelligence
“Raju knowledgeably emphasized the importance of coaching to managing sales persons. But more than that he skilfully intertwined the selling and coaching process applying the same engagement tools thus making coaching easier to understand and use by sales managers. Brilliant work!”
Executive Director, Civil Service Institute, Philippines
“Ultimate reading for the entire sales fraternity! The book has a profound impact on the evolving paradigm for sales. It raises the importance of ecology and other neo-environmental aspects, adding fresh color to enlightened management practice. A beautiful body of work with a heart that inspires!”
Executive Vice President, Corporate Communications, Fortis Healthcare Ltd.