Getting To Closed'

Getting To Closed'

by Stephan Schiffman



Product Details

ISBN-13: 9780793153893
Publisher: Kaplan Publishing
Publication date: 06/01/2002
Pages: 210
Product dimensions: 0.44(w) x 9.00(h) x 6.00(d)

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.

Table of Contents

Introduction: How This System Came Aboutxi
Part 1The Fundamentals
1.What You're Holding in Your Hands Increases Sales3
2.15, 7, and 1 (And Other Useful Insights on the Sales Process)7
3.Mastering the Sales Process19
4.Common Questions about the Sales Process33
5.Monitoring Your Numbers39
Part 2Learning the System
6.Don't Wait for No45
7.The Opportunity Column53
8.The Closed Column59
9.The First Appointment Column63
10.The 50 Percent Column69
11.The 90 Percent Column77
12.The 25 Percent Column81
13.Reinforcing the Categories85
14.Tracking Changes in Your Board over Time93
15.Common Questions about the Prospect Management System101
Part 3Getting Up and Running
16.The Art of the Board Review107
17.Using Team Selling to Rescue Lost Sales113
19.Case Study: Increasing Revenue with the Prospect Management System121
20.Ten Principles for Sales Success125
Answers to Chapter Quizzes127
Appendix AYour Monday Morning Sales Meeting129
Appendix BBoard Ranking/Questions Tool141
Appendix CContact Categorization Exercise143
Appendix DSales Scenarios155
Appendix EThe Prospect Board and Time Management169

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