Deal: Win potential customers, create sales miracles

Author: Steve Schiffman
Publisher:
Publish Date: 2004-04-01
Features: This book is a textbook for sales representative training, proposing a comprehensive and systematic management system—the Prospect Management System. This system has been applied by over 18,000 companies to effectively develop and manage contacts who have the potential to become your clients. The author, Steve Schiffman, is a seasoned management consultant and the founder of D.E.L. Management Group, one of the fastest-growing sales training companies in the U.S. Through seminars, lectures, and other formats, he has helped over 500,000 professional salespeople achieve success. He has also published 18 books and written numerous well-known articles in magazines and newspapers. The author presents the management system in three parts: "Fundamentals," "Management System," and "Taking Action." The core content involves categorizing prospects into four types based on the progression of the sales process: The first type is decision-makers willing to engage with you; the second type are contacts who have already started discussions about pricing and budget; the third type are contacts who have verbally agreed to do business with you; and the fourth type, the final category—your actual clients (those who have signed contracts). As for other contacts, regardless of whether they appear enthusiastic or completely ignore your calls, as long as they haven’t made any form of commitment, they are merely sales opportunities. Moreover, the author emphasizes that the data of this system needs to be continuously updated to ensure its effective operation and provide practical assistance. At the end of the book are five appendices containing highly useful training materials. Including major companies such as AT&T, Federal Express, Merrill Lynch, Sprint, Exxon-Mobil, Motorola, and Lexis-Nexis, thousands of businesses worldwide and millions of professional salespeople are widely applying the core theory of this book, the Prospect Management System, in the field of marketing. How to identify in the vast business sea those who genuinely want to do business with you, how to accurately predict their true intentions before they express their position, and how to transform prospects into tangible profit opportunities—this book will provide all the "standard answers" for readers, helping you seize the best opportunities for closing deals and paving the way to business success.