Sales Don't Just Happen - 26 Proven Strategies to Increase Sales in Any Market (Paperback) - Stephan

Most frustrated salespeople don't realize they can and should insist on active participation from every prospect on their list. Here's how to make ""noise"" in the sales cycle so prospects have to pay attention, or get out of the game.

Today's economy makes for a tough selling environment. That shouldn't scare salespeople into holding hands with indecisive prospects, coaxing them along just because they haven't said ""no,"" In fact, says Stephan Schiffman, a respected sales prospecting expert, they should be doing just the opposite. Schiffman urges salespeople to insist on active participation from the prospect, or walk away. His book, "Sales Don't Just Happen," helps salespeople increase the bottom line by purging the prospect list of those who won't ""play ball,"" The book's core mandate ""make some noise"" works for any sales person in any situation. ""Do something deliberate and impossible to ignore,"" declares Schiffman, ""and monitor the response,"" Those who are moved to react are the people that should receive a salesperson's time and attention. This simple yet powerful strategy can transform a sales career overnight.