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

by Stephan Schiffman

Turn prospects into revenue with a proven program from the nation's leading sales prospecting expert. There is a crisis undermining American 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.

Genres: Business

224 pages, Paperback

First published June 12, 2002

Reviews

[Bridg8 · Rating 4 out of 5]

I read this for work. I'm not a salesperson, but the ideas and theories Schiffman lays out make sense to me. I read it from the perspective of being a prospective customer - how would I feel if a salesperson used this technique when trying to sell me something? Personally, I would be more likely to have a conversation with a salesperson using this technique than I would someone who just tried to tell me I need 'xyz' without knowing anything about me. If you are a salesperson, I recommend this book. It's a fast read.