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Sales Don't Just Happen
Book

Sales Don't Just Happen

26 Proven Strategies to Increase Sales in Any Market

Stephan Schiffman
Kaplan Publishing, 2002

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Editorial Rating

8

Qualities

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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.

Take-Aways

  • Selling is like playing ball. You throw out the ball to many people and then continue to play with those who throw the ball back to you.
  • The purpose of going through the sales process is to come up with a proposal that makes sense to your prospect and that leads naturally to the close.
  • The four phases of the sales process are opening and qualifying, gathering information and interviewing, creating your proposal or plan, and making the close.

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.

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