Deal: Win Potential Customers and Create Sales Miracles

Author: Steve Schiffman (USA)
Publisher:
Publishing Date: Not available
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 may become your customers. The author, Steve Schiffman, is a senior management consultant and the founder of D.E.L. Management Group, one of the fastest-growing sales training companies in the United States. 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 explains this 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 negotiating pricing and budgets; the third type are contacts who have verbally agreed to do business with you; and the fourth type, the final category—your actual customers (those who have signed contracts). As for other contacts, regardless of whether they appear enthusiastic or never respond to your calls, as long as they haven’t made any form of commitment, they are simply sales opportunities. Additionally, the author emphasizes that the data in this system must be continuously updated to ensure its effective operation and provide practical assistance. At the end of the book are five appendices, which include highly useful practical training materials. Thousands of companies worldwide, including major corporations such as AT&T, Federal Express, Merrill Lynch, Sprint, Exxon-Mobil, Motorola, and Lexis-Nexis, along with 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 those who genuinely want to do business with you in the vast business ocean, how to accurately predict their true intentions before they express their stance, and how to transform prospects into real, profitable opportunities—this book presents all the "standard answers" to readers, helping you seize the best opportunities for closing deals and paving the way to business success.