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About the Author: Ron Hubsher is CEO of the Sales Optimization Group,an international sales and negotiation training and consulting organization. The company assists clients in financial services; technology, professional services, business services and manufacturing accelerate sales by using its patent pending sales and negotiation methodologies and tools. Some of their notable clients include Adobe, Morgan Stanley, Prudential, ADP, Sun Microsystems, Comcast, Columbia Business School and others. He has over 25 years of sales and sales management experience. Mr. Hubsher is the architect of numerous proven processes and methodologies to optimize and accelerate sales and negotiation success, many of which are on file with the US Patent and Trademark Office. He is regularly asked to participate, contribute, present and share his sales and negotiation thought leadership at many conferences and with publications including the BusinessWeek, LA Times, Inc. Magazine, Selling Power Magazine, America Marketing Association, Columbia Business School Alumni Association, Wharton Alumni Association, University of Chicago Graduate School of Business Sales Leadership Roundtable, National Association of Small Business Investment Companies, The Indus Enterprise, Marketing Executives Network, Webex, CRM Radio, CRM Guru and others. Prior to the Sales Optimization Group, Mr. Hubsher was in sales management at a leading on demand CRM provider UpShot (acquired by Siebel, subsequently acquired by Oracle) where he helped hundreds of companies accelerate sales and negotiation performance. A former Management Consultant with Booz, Allen & Hamilton, Mr. Hubsher has worked with and provided thought leadership for Fortune 500 companies on their sales, negotiation and business strategies. Mr. Hubsher holds an MBA from Columbia Business School and a Bachelor of Science degree in Operations Research from Columbia University. Mr. Hubsher is the author of the book "Closing Time: The 7 Immutable Laws of Sales Negotiation" To order
 -- Neil Rackham: Author, SPIN Selling
- Karen E. Klein, Business Columnist, BusinessWeek
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To order
More Raves
This is a well thought out, repeatable
system to close sales, increase the lifetime value of clients, eliminate
discounting and enhance brand equity. It is filled with immediately
actionable steps to increase margins and profitability on your very next
deal.
It is one of the most profitable and valuable business books you
can read.
- Ray Lane:
Former President and COO of Oracle Corporation
This is the best book I have ever read on Sales Negotiation. It provides
readers with real world tools and system to negotiate and close profitable sales
and increase brand equity. It is an essential read for any sales executive
and has created a new standard for sales negotiation that works worldwide
- Bob Bakish: President, MTV Networks International
Ron has created a straightforward, easy to implement system for
negotiating and closing sales opportunities. It is a must read
for executive looking to command price premiums, drive revenues and
increase shareholder value.
I
have read countless books on negotiating skills over the years, but Closing Time
is the first I've seen that is written specifically for sales negotiation.
Sales negotiations are uniquely challenging, and this book provides easy
use strategies and overcome those unique challenges to close deals and enjoy
price premiums over competitors. It might just lead to the end of
discounting
- Todd Johnson, Chief Marketing Officer, Verisign
As
a consultant, researcher, and salesperson, I have observed some of the best and
worst sales negotiations of all time. Closing Time reveals the best
practices that I have seen used by top salespeople and negotiators around the
world
- Jason Jordan: Principal, Mercer Sales Effectiveness Consulting
This
book is a no-nonsense, action-oriented book on sales negotiations that draws on
Ron’s intensive experience in this field. Read it in the morning and by
the afternoon you'll be more effective in closing more deals and generating more
revenue.
- Kamel Jedidi: Chairman of Marketing
Department: Columbia Business School
This is a great business book. It is a quick
read and provides very practical advice on how to optimize selling and
relationship building. I've already put some of the "immutable
laws" into effect and I am giving everyone on my team a copy
- Gil Irwin: Senior Partner, Booz Allen Hamilton
In
his book, Ron shares his unique, practical perspectives on increasing closing
rates, securing better, higher margin agreements and increasing lifetime value
of prospects and clients
--
Mike Katz: Senior Executive Advisor & Retired Sr. Partner, Booz Allen &
Hamilton
