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Short Cycle Selling: Beating Your Competit- 9780071388733, hardcover, Jim Kasper
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eBay item number:305439442107
Item specifics
- Condition
- Artist
- Kasper, Jim
- ISBN
- 9780071388733
- Book Title
- Short Cycle Selling: Beating Your Competitors in the Sales Race
- Item Length
- 9.2in
- Publisher
- Mcgraw-Hill Education
- Publication Year
- 2002
- Format
- Hardcover
- Language
- English
- Item Height
- 1in
- Genre
- Business & Economics
- Topic
- Training, Sales & Selling / General
- Item Width
- 6.3in
- Item Weight
- 19.7 Oz
- Number of Pages
- 256 Pages
About this product
Product Information
The first book on short cycle selling--the fast-track route to a higher closing ratio 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 cycles--shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle--from identifying prospects to negotiating and closing--and 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 success--and techniques that were field tested on clients from Amoco and Pentax to Wells Fargo Bank--this hands-on book reveals how to: Land more accounts Achieve greater sales volumes Generate greater sales income and satisfaction
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0071388737
ISBN-13
9780071388733
eBay Product ID (ePID)
2235566
Product Key Features
Book Title
Short Cycle Selling: Beating Your Competitors in the Sales Race
Format
Hardcover
Language
English
Topic
Training, Sales & Selling / General
Publication Year
2002
Genre
Business & Economics
Number of Pages
256 Pages
Dimensions
Item Length
9.2in
Item Height
1in
Item Width
6.3in
Item Weight
19.7 Oz
Additional Product Features
Lc Classification Number
Hf5438.25.K375 2002
Table of Content
Strategies to Shorten--and Take Charge of--Each Stage in the Sales Process As a time-pressed sales professional, do you waste untold hours trying to identify, track, and time your sales cycles?Short Cycle Sellingshows you how to reclaim those lost hours and dramatically improve your results by focusing on the only meaningful goal you should have for any stage in the sales cycle--to shorten it! The first book to present techniques proven in the heat of battle to measurably reduce the time spent from prospecting to close,Short Cycle Sellingcombines today's most powerful one-to-one selling and e-technology breakthroughs into one dynamic package. Use its proactive guidelines and techniques to: Land more accounts Make faster closings Hit higher sales targets Achieve greater sales volume Generate greater income Each month, articles in top industry publications fromSelling PowertoSales and Marketing Managementpreach the profit-making benefits of short cycle selling. But onlyShort Cycle Sellingprovides the in-depth coverage you need to understand, direct, andshorteneach step in the sales cycle--and make yourself a year-in, year-out top-five-percenter in production, performance, and personal income! "Officers of Fortune 500 companies know that in today's competitive global markets, the sales cycle cannot afford to be prolonged. They have the foresight to know that tomorrow's sales cycles must be even shorter. The sales race winners of tomorrow will be the Short Cycle sellers..."--From Jim Kasper'sShort Cycle Selling Top-level sales is a relentlessly competitive, dog-eat-dog world in which you'll find no awards for second place.Short Cycle Sellingshows you how to get to the finish line first--and fastest--by eliminating aimless, undisciplined routines, applying time-based competitive concepts to your sales function, and focusing your every action on quickly achieving a successful close. Leading sales trainer Jim Kasper walks you point-by-point through the series of distinct steps that constitute the typical sales cycle, from identifying prospects to closing to generating referrals, and gives you the techniques and strategies you need to streamline and shorten the time spent on each. Quickly getting the prospect's attention ... Letting customers tell you what to tell them ... Basing proposals on the buyer's behavior ... Disarming stallers ... Locking in an airtight close ...Short Cycle Sellingshows you how to handle each step in less time--and with greater impact--than your competition. Look to this hands-on book for: Compression Concepts--Proven results-based practices guaranteed to shorten each step in the process A.R.E.B.A.--5 steps toward setting that first appointment with the fewest possible telephone calls Sales Race Rules--25 concise, memorable rules for consistently shortening each sales cycle S.A.F.E. Closing--How to first become comfortable asking for the close--then ask for it from every customer, without exception Actual Case Studies--Sales pros from Farmer's Insurance, Kraft Foods, and other leading firms reveal their cycle-shortening secrets Too many customers are allowed to control the sales process when, in truth, customers expect the salesperson todictate the course of action. LetShort Cycle Sellingprovide you with a proven template for regaining control of each sale by controlling the time you spend on each sale, and quickly getting your customer's signature on the bottom line--before your competitors have even finished their morning coffee.
Copyright Date
2002
Lccn
2002-021938
Dewey Decimal
658.81
Intended Audience
Trade
Illustrated
Yes
Item description from the seller
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eBay item number:305439442107
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