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Getting to Closed
Book

Getting to Closed

A Proven Program to Accelerate the Sales Cycle and Increase Commissions

Kaplan Publishing, 2002 подробнее...


Editorial Rating

7

Qualities

  • Applicable

Recommendation

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, getAbstract.com would pitch it to those who sell big ticket items by developing leads through cold-calling.

Take-Aways

  • The Prospect Management System is based on dividing people into categories based on how likely they are to become your customers.
  • Prospects are either opportunities, first contacts, likely to buy (at 25%, 50% or 90% probability) or closed deals.
  • Think of sales as a ratio game, rather than as a numbers game.

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.


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