Short Cycle Selling: Beating Your Competitors in the Sales Race

By Jim Kasper

Book Overview

The first book on short cycle selling­­the 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 cycles­­shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle­­from identifying prospects to negotiating and closing­­and 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 success­­and techniques that were field tested on clients from Amoco and Pentax to Wells Fargo Bank­­this hands-on book reveals how to:

Land more accounts Achieve greater sales volumes Generate greater sales income and satisfaction

• Format: Hardcover
• Language: English
• ISBN: 0071388737
• ISBN13: 9780071388733
• Release Date: March 2002
• Publisher: McGraw-Hill Companies
• Length: 256 Pages
• Weight: 1.40 lbs.
• Dimensions: 1.1" x 6.3" x 9.3"

Customer Reviews

Great Ideas to help shorten your sales cycle

As a business owner I HIGHLY recommend this book. If you are currently selling products and services in a market where the sales cycle tends to drag on, then Short Cycle Selling is a great resource in reducing this potential lenghty process. I found myself stopping to take notes as I read the book. I have already started to implement some of the ideas shared by Jim Kasper. He does a great job of taking you from the early stages (prospect) all the way through to getting a referral from your client.

Buy One Sales Book and Stick to the Plan

On a rolling sea of sales self help books Mr. Kasper sails a true course for success.Every other quick-fix, programmatic, book-based, step-by-step approach to selling is weak and at best enjoy a limited shelf life. If find that customers today are sophisticaed enough to know when they are receiving a canned approach and are better prepared than ever to resist the most common methods.Mr. Kasper offers a grown-up approach. Inside this book you will not find a quick fix. You will find the universal and timeless keys to unlocking sales - sooner. This book works for any professional sales person selling any product or service.Easy to read without talking down to the audience - and perfect for novices to career sales professionals. This is one to keep handy - for reinforcing Mr. Kaspers clearly defined and detailed message or for just in time reminders about how customers buy and how effective sales people get more business sooner.

Must read for large account selling and closing large deals

While there are hundreds of sales books only a handful deal with large accounts or the process of longer, more involved sales. Reducing the time it takes to get business and controlling the process instead of launching a proposal over the wall and then praying for a phone call is what this book is all about. May be the most important book on sales in a long time. A must read for anyone who sells to corporations, hospitals, or other sales that can't be closed in one meeting. This isn't a book about someone else's success or entertaining stories. The book explains a way of thinking and a process to control the sale in order to make more of them in a shorter period of time.