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

Softcover

ISBN 10: 0793153891 ISBN 13: 9780793153893

Publisher: Kaplan Business, 2002

Turn prospects into revenue with a proven program from the nation's leading sales prospecting expert.

There is a crisis undermining American business: Salespeople are wasting time with people who don't know what they want to buy, aren't really interested in buying, or have no authority to buy. The result is a time management nightmare leading to losses in income and productivity, says Stephan Schiffman, a respected sales prospecting expert. His new book, Getting to ""Closed"", presents effective strategies to turn prospects into revenue, using a proprietary system that has been implemented by more than 100,000 salespeople at major companies worldwide. Based on real numbers and ratios, his clear and proven action plan transforms careers and increases sales.

About the Author:

Stephan Schiffman is a certified management consultant and the founder of one of the country’s fastest-growing sales training companies. He has helped over 500,000 professionals become more successful through motivational seminars, workshops, and lectures. As a result, he has been rated by Selling Power magazine as the nation’s leading sales prospecting expert. Schiffman is the author of 18 books and numerous magazine and newspaper articles, and is a frequent guest on national radio and television programs.

Excerpt. © Reprinted by permission. All rights reserved.:

What You’re Holding in Your Hands Increases Sales

The ideas in this book are part of a system that’s been used successfully by hundreds of thousands of salespeople around the world. It is the number one process for increasing revenue by managing prospects effectively. It is also the very best process for permanently changing an organization’s sales culture for the better.

The key to Getting to Closed is the Prospect Management System. This system has been: · Implemented at companies like AT&T, Federal Express, Merrill Lynch, MCI/WorldCom, Sprint, Exxon-Mobil, Motorola, and Lexis-Nexis · Successful in virtually all industries · Licensed in North America, Latin America, and the Far East

The program you’re holding in your hands right now is the single most effective program there is for increasing sales revenue tracking and maximizing relationships with prospects and customers.

We’ve gotten testimonials in praise of this program from salespeople in just about every industry you can name, but the one I want to share with you now is one that came our way recently from a salesperson in Austin, Texas. He wrote: "If you do what Steve Schiffman says, you will be successful."

I pass along that quote because I want to impress upon you the importance of implementing what’s here. Practice new approaches to selling and strategizing. Don’t adopt one or two parts of the program that feel familiar and try to use just those segments. Use it all, and you’ll increase your income.

Follow all the instructions that appear in the main chapters of this book. Complete all the end-of-chapter tests. Make the principles in this book second nature in your selling routine. If you do this, you will be successful because the system will build in strategies that will automatically move your most important business relationships forward. That’s my promise to you.