Customer Reviews

Short Cycle Selling: Beating Your Competitors in the Sales Race

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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.

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.

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.