Summary of Sales Don't Just Happen

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Rating

8 Overall

10 Applicability

6 Innovation

8 Style


Recommendation

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.

In this summary, you will learn

  • How to move prospects through the sales cycle more effectively; and
  • How to focus your efforts on the most promising prospects.
 

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.

 

Summary

Make It Happen
Orders just occur when people contact you. But you have to be proactive to make a sale happen. Act deliberately, so the other person can't ignore you and must respond. Once a person responds, he or she becomes a prospect, not just a suspect. Focus your attention on these...

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