Getting To 'Closed': A Proven Program To Accelerate The Sales Cycle And Increase Commissions
SKU: DADAX0793153891
ISBN : 9780793153893
Condition : New
Shipping & Tax will be calculated at Checkout.
US Delivery Time: 3-5 Business Days.
Outside US Delivery Time: 8-12 Business Days.
Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions
Learn effective strategies to turn prospects into revenue-from the nation’s leading sales prospecting expert. There’s a crisis undermining American business. Salespeople spend far too much time calling and re-calling people who don’t know what they want to buy, aren’t really interested in buying, or have no authority to buy. Salespeople may think a contact is a "strong prospect" because the person is pleasant on the phone, says a presentation is "interesting," or makes other pleasant, but commitment-free remarks. Salespeople wait for prospects to say the word no before concluding that nothing meaningful is happening with that contact. All too often, salespeople continue investing significant amounts of precious time even after they hear "no." The result is a time management nightmare that invariably leads to income crises and lost productivity, says bestselling author and sales trainer Stephan Schiffman. For the first time, Schiffman shares all the strategies and tools of the ranking system and prospect management process he created to help salespeople at all levels and across all industries. The system builds effective strategies into the daily selling routine and increases revenue almost immediately. In Getting to "Closed" salespeople learn how to: • Carefully define and rank prospects according to action and commitmentrather than "gut feeling." • Recognize "no" answers, even when they don’t have the word no attachedto them. • Calculate exactly how many daily cold calls are necessary to hit quarterlyand yearly quotas and forecast revenue with breathtaking accuracy. • Use team selling to rescue "lost" sales and sell at a higher level within thetarget organization. Many sales books offer general advice on how to turn prospects into customers. Schiffman’s proprietary system, which has been implemented by over 100,000 salespeople at companies like Airborne Express, Nextel, WorldCom, Time Warner Cable, and others, is based on real numbers and ratios. Schiffman delivers a clear and proven action plan that transforms careers and increases real sales.
Specifications of Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions
GENERAL | |
---|---|
Author | Stephan Schiffman |
Binding | Paperback |
Language | English |
Edition | 1st |
ISBN-10 | 0793153891 |
ISBN-13 | 9780793153893 |
Publisher | Kaplan Business |
Number Of Pages | 224 |
Publication Date | 2002-07-15 |
DIMENSIONS | |
---|---|
Height | 9 inch. |
Length | 6 inch. |
Width | 0.44 inch. |
Weight | 0.7 pounds. |
Write a review
Your Name:
Your Email:
Your Review:
Note: HTML is not translated!
Rating: Bad Good
Enter the code in the box below: