Getting to Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions Paperback - 2002

From the publisher

There's a crisis undermining businesses. Salespeople spend far too much time calling and recalling people who don't know what they want to buy, are not really interested in buying, or have no authority to buy. Salespeople may think a contact is a strong prospect because a 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 the 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 author and sales trainer Stephen Schiffman. 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 commitment rather t