Summary of Getting to Closed

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Getting to Closed book summary


7 Overall

9 Applicability

6 Innovation

6 Style


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, 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; and
  • 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.



The Power of Prospect Management
The Prospect Management System is based on dividing people into categories based on the likelihood - from zero to 100% - of closing a deal with them. The categories are: People who haven't called back and people you want to call. ...

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