Short Cycle Selling: Beating Your Competitor In The Sales Race

DESCRIPTION

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 Table of Contents Acknowledgments Why Short Cycle Sellers Win the Sales Race 1 Identify Your Sales Cycle: Champion Racers Know Their Racecourses 1 2 Size Up Your Competition: Identifying When and Where to Make Your Move 15 3 Target Selling: Plan Your Sales Race 27 4 Get New Business More Quickly: Race on the Fastest Course 40 5 A.R.E.B.A.! The Quickest Track to the First Appointment 55 6 Compression Objectives: A Big Key to Winning the Sales Race 65 7 Let the Customer Tell You How to Win: It's Her Job! 78 8 Familiarity Breeds Sales Race Winners 99 9 Shorten Your Sales Cycle: Using Strong Sales Presentations, Demonstrations, and Proposals 120 10 Condense Your Sales Negotiations: Jockeying for a Better Position Near the Finish Line 137 11 Eliminate Road Course Obstacles: Control the Staller or Objector 156 12 S.A.F.E. Closing: It Means You Win 174 13 Fastest Time Wins: Control Your Time and Shorten Your Sales Cycle 192 14 Sales Technology and Automation = Shortened Sales Cycles 214 15 Marketing Will Help You Finish First 231 16 Hone Your Mental Game: Put Your Racing Face On 245 The 25 Sales Race Rules That Ensure Your Short Cycle Selling Success 259 The Resource Center 261 Index 265