Sales don't just happen Book

What are the secrets for converting prospects into loyal customers? How can business relationships move to the next level - with more sales closed? This text presents strategies that should guide salespeople to these answers. Schiffman's noise principle is basic to finding out quickly whether a business relationship is viable. Readers should learn how to make noise - that is, do or say something that requires a response - and identify which relationships are poised to move to the next level. In easy-to-understand terms, Schiffman outlines 26 strategies that should help salespeople get on the radar screen, speed up the selling process, get better information and close more and bigger deals.