Short cycle selling : beating your competitors in the sales race. /
Jim Kasper.
- New York : McGraw-Hill, c2002.
- xvi, 271 p. : ill. ; 24 cm.
Includes bibliographical references (p. 263) and index.
Contents: Identify your sales cycles: Champion racers known their resources -- Size up your competition: identifying when and where to make your move -- Target selling: plan your sales race -- Get new business more quickly: race on the fastest course -- A.R.E.B.A.! the quickest track to the first appointment -- Compression objectives: a big key to winning the sales race -- Let the customer tell you how to win: its her job -- Familiarity breeds sales rece winners -- Shorten your sales cycle: using strong sales presentations, demonstrations and proposals -- Condense your sales negotiations: Jockeying for a better position near the finish line -- Eliminate road course obstacles: control the staller or objector -- S.A.F.E. closing : it means you win -- Fastest time wins: control your time and shorten your sales cycles -- Sales technology and automation -- Shortened sales cycles -- Marketing will help you finish first -- Hone your mental game: put your racing face on.