Getting to Closed

A Proven Program to Accelerate the Sales Cycle and Increase Commissions

by Stephan Schiffman

Kaplan Publishing, 2002

Dearborn
ISBN: 9780793153893
Pages: 179

Category: Sales & Marketing

In this summary you will learn

• How to identify your best prospects and move them through the sales cycle
• How to close more sales

Why you should read Getting to Closed

Stephan Schiffman's short to-the-point book features his new Prospect Management System, which is designed to help you become a more effective salesperson. This hearty addition to sales literature shows you how to be more systematic as you generate prospects and devote your attention to the ones who are most likely to buy. Instead of just playing a numbers game, Schiffman emphasizes ratios, so you can zero in on your best clients while developing new prospects - since only a few leads become sales. The book's charts and examples illustrate its principles, although the quizzes after each chapter seem unnecessary. If we were hawking this book, getAbstract.com would pitch it to those who sell big ticket items by developing leads through cold-calling.

About the Author

Stephan Schiffman is a certified management consultant and the founder of a sales training company. He has taught more than 500,000 professionals in motivational seminars, workshops and lectures. Selling Power magazine called him the U.S.'s leading sales prospecting expert. He has written 18 books and numerous articles.

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