Short Cycle Selling: Beating Your Competitors in the Sales Race

McGraw-Hill | 2002-02-13 | ISBN: 0071388737 | 256 pages | PDF | 2,3 MB

While there are hundreds of sales books only a handful deal with large accounts or the process of longer, more involved sales. Reducing the time it takes to get business and controlling the process instead of launching a proposal over the wall and then praying for a phone call is what this book is all about. May be the most important book on sales in a long time. A must read for anyone who sells to corporations, hospitals, or other sales that can't be closed in one meeting. This isn't a book about someone else's success or entertaining stories. The book explains a way of thinking and a process to control the sale in order to make more of them in a shorter period of time.

Sales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling, author Jim Kasper trains his sights on the only important concept and goal in sales cycles­­shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle­­from identifying prospects to negotiating and closing­­and at each step shows how to streamline the process.

Short Cycle Selling is the first book to deal specifically with proven techniques that condense the time from prospecting to closing, while taking advantage of today's most innovative concepts in selling skills and E-technology. Packed with case studies and actual examples of short cycle selling success­­and techniques that were field tested on clients from Amoco and Pentax to Wells Fargo Bank­­this hands-on book reveals how to:

* Land more accounts
* Achieve greater sales volumes
* Generate greater sales income and satisfaction

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