Janek Resources

Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals

Transform your sales approach with Critical Selling, the dynamic and powerful guide to accelerate the sales process and close more deals.

From Janek Performance Group, the award-winning sales training and consulting firm, this research-based selling system shows you how top performers differentiate from the competition, develop stronger, longer-lasting relationships with their customers, and ultimately win more business. Salespeople in every industry, B2B and B2C, can think, act, and communicate in a customer-focused way throughout the selling cycle to:

  • Accelerate the sales process by quickly discovering what is most important
  • Stand out from the competition by adding value and insight to the discussion
  • Close more deals by creating meaningful connections and trust with customers
  • Present a persuasive and value-based solution tailored to the customer’s needs
  • Reduce and effectively handle challenging customer objections and pushback

Meet one of the authors.

Janek Performance Group managing partner Justin Zappulla discusses how the book came about during an interview with Selling Power’s Gerhard Gschwandtner.

Praise For Critical Selling

After diligently researching the top performing salespeople and studying their sales behaviors in a rapidly changing environment, the authors have created a state of the art blueprint that leads to greater sales success. The book recognizes that buying has changed in fundamental ways and salespeople that adapt faster will own the future.

Gerhard Gschwandtner
Selling Power

As the head of Operations Strategy at a large Financial Institution, I was struggling to find a way to increase consumer acceptance of our most profitable product. After exploring the challenge with a series of industry sales experts, we selected and implemented the authors’ Critical Selling model. The results were profound! Within a short period of time, we had created a new sales culture in our call center, leading to an enhanced customer experience, increased agent satisfaction, and millions of dollars in additional sales. I highly recommend this book!

Jeffrey Krueger
Discover Financial Services
Peter Ostrow

Anyone who thinks modern selling still involves a 20th century ‘sales cycle’ needs to learn the lessons of this book, particularly Chapter 6. It’s a ‘buyer’s journey’ today, and the spoils of modern business warfare accrue fastest to sales leaders willing to adapt to the tidal shifts in power, data, and influence that now dictate how we have to sell.”

Peter Ostrow
Aberdeen Group

“If you want to take your sales performance to the next level, this is the book for you! It truly opened our eyes and challenged our staff to rethink our sales approach to the ever-changing marketplace. Critical Selling is packed with research based tips from top performers and real life strategies that work. It helped create a consistent customer-focused experience across our organization, positively impacting our overall sales results. We could not be happier!”

Lisa Pearne
California Casualty

“Justin Zappulla and Janek Performance Group have been Santander Bank partners for years. Our Corporate Banking senior sales team was trained on the Critical Selling program and it immediately drove real results. The contents in this book have been able to deliver that special ‘click” to our team here at Santander Bank in a recurrent basis which is something unique in a time of “broad brush approach.”

Xavi Ruiz Sena
Santander Bank

“As the sales landscape has evolved, so too have the needs of our customers. The methods, research and strategies provided in this book have given our sales organization the tools they need in today’s market to create a positive customer experience, grow relationships and improve conversion rates. If you are looking to increase sales, I would recommend this book to any salesperson, sales manager or executive!”

Brad Hice
Daimler Trucks