Getting to Closed
A Proven Program to Accelerate the Sales Cycle and Increase Commissions
Kaplan Publishing, 2002
Category:
Sales & Marketing
Get the summary
Subscribe today and dramatically increase your business knowledge in your own time and at an affordable rate. Our summaries will update your skills, jump-start your career and put you ahead of the pack. Learn how to thrive in every aspect of your professional life.
getAbstract rating
| Overall |
|
(7)Applicability |
|
Innovation |
|
Style |
|
(9)
(6)| Level of Expertise |
|
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.
If you wish to purchase 20 or more copies of this title (not the summary, but the actual book), please contact us at info@getAbstract.com. Make sure you include the title of the book and your phone number.
getAbstract makes it easy for you to access the summary of Getting to Closed any time or any place. Once registered, you can choose from a variety of download formats: PDF for your computer, BlackBerry, iPhone, Kindle, PDA or other handheld devices. You can even obtain the audio version of many of our summaries.
Subscribe today to gain access to this summary as well as many other compelling titles!