Sales Don't Just Happen
26 Proven Strategies to Increase Sales in Any Market
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 |
|
(8)Applicability |
|
Innovation |
|
Style |
|
(10)
(6)| Level of Expertise |
|
In this summary you will learn
- How to move prospects through the sales cycle more effectively
- How to focus your efforts on the most promising prospects
Why you should read Sales Don't Just Happen
In Sales Don't Just Happen, Stephan Schiffman, the founder of a fast-growing sales training company, expands on his approach to selling based on developing a proposal that makes sense to the prospect. He fills his book with discussions of the same basic principles he has presented in several other books, though each has its own emphasis, such as cold calling or making a more effective close. Here Schiffman ranges through the four key phases of the sales cycle - prospecting, interviewing, presentation and close - to teach 26 strategies (one main technique per chapter) that push a sale forward. At the end of each chapter, he summarizes how to apply that chapter's tips. These methods are generally quite useful, though familiar, basic approaches. One warning: if you've read Schiffman's other sales books, you may experience a sense of déjà vu. But otherwise, getAbstract.com recommends this solid manual to any corporate sales rep who makes in-person presentations in quest of large sales.
About the Author
Stephan Schiffman is a certified management consultant and the founder of the D.E.I. Management Group, Inc., a sales training company. Since 1979, he has helped more than 500,000 professionals through motivational seminars, workshops and lectures. He is the author of 18 books on sales and marketing, including Cold Calling Techniques (That Really Work!) and Getting to Closed.
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 Sales Don't Just Happen 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!