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Title: Closing Techniques: (That Really Work!) by Stephan Schiffman ISBN: 1-58062-172-4 Publisher: Adams Media Corporation Pub. Date: November, 1999 Format: Paperback Volumes: 1 List Price(USD): $8.95 |
Average Customer Rating: 4 (5 reviews)
Rating: 5
Summary: Packed with Knowledge!
Comment: Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people
Rating: 5
Summary: The BOOST you need to get STARTED!
Comment: Being new at sales I was floundering without knowing exactly what I was doing right or wrong. Stephan provides a PLAN to try for the next 21 days. He says if you do this plan you will have success. I found the book to be very helpful. I will know by Jan. 31, 2002, if Stephan was right. E-mail me if you want to know, too.
Rating: 5
Summary: A great tool for the salesman's toolbox
Comment: Stephan Sciffman has given people in the sales industry a powerful tool. He explains why so many many sales are blown and the mistakes to avoid. Contrary to popular sales myths, the closing part of the sales cycle is not something to fear. Mr. Schiffman also blows the lid off of the sales garbarge being taught, which is why so many salepeople are given a bum rap. Too many salespeople are taught to fight their prospects, engage in comabatitve selling, and use sales tricks to close sales.
This is horrible and completely unprofessional, and it is counterproductive.
Schiffman teaches you how to professionaly and dillegently work your way through the sales process, which makes closing almost automatic. "It makes sense to me, what do you think?"
This book is well worth the investment, and it will boost your sales. Stephan Schiffman is light years away from all of the other so called sales trainers. If you are interested in boosting your sales, you must read this book.
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Title: Cold Calling Techniques that Really Work! by Stephan Schiffman ISBN: 1580620760 Publisher: Adams Media Corporation Pub. Date: April, 1999 List Price(USD): $8.95 |
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Title: The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman ISBN: 1558503919 Publisher: Adams Media Corporation Pub. Date: June, 1994 List Price(USD): $6.95 |
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Title: The 25 Most Common Sales Mistakes: And How to Avoid Them by Stephan Schiffman ISBN: 1558505113 Publisher: Adams Media Corporation Pub. Date: September, 1995 List Price(USD): $6.95 |
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Title: The 25 Sales Strategies That Will Boost Your Sales Today! by Stephan Schiffman ISBN: 1580621163 Publisher: Adams Media Corporation Pub. Date: June, 1999 List Price(USD): $6.95 |
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Title: Power Sales Presentations: Complete Sales Dialogues for Each Critical Step of the Sales Cycle by Stephan Schiffman ISBN: 1558502521 Publisher: Adams Media Corporation Pub. Date: April, 1993 List Price(USD): $7.95 |
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