There's a crisis undermining businesses. Salespeople spend far too much time calling and recalling people who don't know what they want to buy, are not really interested in buying, or have no authority to buy. Salespeople may think a contact is a strong prospect because a person is pleasant on the phone, says a presentation is interesting, or makes other pleasant, but commitment-free remarks. Salespeople wait for prospects to say the word no before...
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...
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There are several excellent books on sales and sales training. This is one of the best. It offers what I consider to be a uniquely comprehensive, cohesive, and time-effective system which Schiffman calls a "Prospect Management" program. Apparently this system have been adopted, in some instances modified, and then implemented by more than 1,800 different organizations. I agree with Schiffman that the word "organizations"...
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Direct, powerful, and easy to implement. Like a lot of great ideas, Schiffman's system seems obvious -- once you've used it for a while. The fact is, though, he's come up with a remarkable, and remarkably simple, sales management tool that no one else has.I predict that this book will change the way a lot of sales departments around the country and around the world operate. Required reading for every person who sells for a...
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