If your sales sequence is off, or you hit-and-miss on proposals and presentations, or your follow-up doesn’t follow-through to closing – read and heed Stephen Schiffman’s advice.

Who is Stephen Schiffman? He’s my hero. Sales trainer and author. Champion of simple yet highly effective sales techniques. It’s the “simple yet effective” side of him that I love dearly.

His short-but-sweet sales training books provide both firm foundation and elegant structure for the sales process. He walks you through each phase, talks you through his 4-step sales process and answers the objections your prospects will make.

Is this a match made in heaven? Almost. While Schiffman’s material is right-on, the exact application is geared towards enterprise-level companies with a sales force. Some of his advice had to be worked over to fit the sales cycle for solo and small service providers. But I’ve done that, and will be posting details explaining the entire process, custom-tailored for the solo/small firm market.