Greg’s Books & Online Training
Consultative Closing is Greg Bennett’s signature book that lays out all his unique and transformative strategies for selling without looking like a seller. The book raises the important of NO as an answer, and uses short Mini-Steps to raise the pressure without turning the client off. A super popular book for consultants and other professionals who don’t want to be seen as sellers.
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Make More Donuts (AUDIO BOOK) is Greg Bennett’s short fiction-fable about a donut factory (aka sales department) where the manager is told to double output with no extra people. Pushing and begging fail. A consultant named Fran Chise installs glass silos so the manager can see the process, not ride the people. The audio book is the only option for this book, the good news Greg does all the characters in the book, which makes the lessons that more memorable.
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PsychSelling is Greg Bennett’s short account of borrowing from psychiatry instead of sales gurus. Psychiatrists stay detached from rejection, listen longer than they talk, and use controlled questions to get past the first answer. The book transfers that into selling: calmer presence, deeper questions, and options the buyer can choose without feeling pushe
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Three Pairs of Glasses is Greg Bennett’s fable about a radio salesperson, Lee Easton, who is losing every deal and begging clients to buy. After a crash in a snowstorm, an old man at a remote lodge lends him three pairs of glasses that change what he sees. Lee finds he has been writing his own failure, and that a different view changes the selling the same day.
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Self-Sabotage is Greg Bennett’s look at why salespeople stall just as the work starts to pay. The book names five ways sellers undo a good run and slide back into struggle, often with quiet help from peers, family, and friends. Each section gives the seller a worksheet and the manager a way to spot the pattern before the numbers drop.
The Psychology-Backed Strategy For Closing Sales Without Being a Pushy Seller
Most sellers don’t lose because of NO — they lose because of MAYBE.
“Maybe” sounds positive… but it’s a dangerous, deceptive stall. It gives sellers false hope, sparks delusional forecasting, and kills the urgency to prospect. All while the buyer avoids making a real decision.
Most sellers make the tragic mistake of trying to pull buyers toward YES…But the smarter move? Is to calmly, confidently, and strategically guide them toward NO first. This is the foundation of what legendary sales coach Greg Bennett calls “Hopping Into the Ugly Pond.”
In Bennett's Ugly Pond training program he calls this trap The Death Valley of Sales — with YES on one side, NO on the other, and the deadly Neutral Zone (aka Maybe-land) in between.
In this powerful, psychology-based sales training program, you’ll learn how to:
Understand and control the buyer role, without being pushy
Break the closing process into actionable Mini-Steps that add value for the buyer while giving you something to close on
Remove "Maybe" and "Think It Over", the two greatest killers of sales careers
Learn how to subtly persuade and move buyers YES and NO
Create and brand a post-buy-maximization process that builds buyer trust and creates great client relationships
In the end, close more deals, have more fun, help more buyers...all without being pushy or fake
If you're ready to close smarter, faster, and more authentically...this is your next move.