Summary of Getting to Closed
A Proven Program to Accelerate the Sales Cycle and Increase Commissions
How many calls equal a prospect? How many prospects equal a sale? If you can do the math, you can make the money.
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.
In this summary, you will learn
- How to identify your best prospects and move them through the sales cycle
- How to close more sales
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.
Comment on this summary
By the same author
Adams Media, 2005
Adams Media, 1999
Contained in Knowledge Pack:
Knowledge PackClosingHow to get the bottom line signed.
Customers who read this summary also read
Greenleaf Book Group, 2014
Mike Schultz and John E. Doerr