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 cyclesВ­В­shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycleВ­В­from identifying prospects to negotiating and closingВ­В­and 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 successВ­В­and techniques that were field tested on clients from Amoco and Pentax to Wells Fargo BankВ­В­this hands-on book reveals how to:

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