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Stephan Schiffman's Sales Essentials

by: Schiffman, Stephan

Stephan Schiffman's Sales Essentials

by: Schiffman, Stephan

ISBN 13:
9781598692280
ISBN 10:
1598692283
Format: Paperback
Copyright: 01/01/2008
Publisher: Adams Media Corp

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Summary

He's trained hundreds of thousands of salespeople. He's sold millions of copies of sales training books. He's developed superlative sales techniques that anyone can use to boost personal commissions, as well as company profits. He's Stephan Schiffman--and this is Stephan Schiffman's Sales Essentials. For the first time ever, this mater salesman's knowledge and experience is available in one terrific volume.

Introduction: Read This First	p. viii
Foundation Concepts	p. 1
The Number One Reason Businesses Fail	p. 2
By the Numbers	p. 10
Prospecting and the Sales Cycle	p. 16
Where to Look for Leads	p. 26
Calling Techniques that Really Work	p. 33
Cold Call Mechanics	p. 34
Six Specific Telephone Tips for Better Prospecting Numbers	p. 48
Turning Around Common Responses	p. 53
The Ledge	p. 62
Mastering Third-Party and Referral Calls	p. 72
Leaving Messages That Get Results	p. 82
Follow-Up Calls	p. 95
Basic Selling Skills	p. 101
A Tale of Two Conversations	p. 102
The Yellow Pages	p. 104
Selling Is a Conversation	p. 106
Selling by Not Selling	p. 108
"It Makes Sense!"	p. 111
Verification	p. 117
Remember Why People Buy!	p. 119
Offer, Timetable, Price	p. 121
Essential Selling Principles	p. 123
Key Communication Principles	p. 125
Questions You Should Be Able to Answer	p. 131
Advanced Selling Skills	p. 133
Four Phases of the Relationship	p. 134
Beware of Bad Assumptions	p. 138
Raise the Hard Issues Yourself	p. 140
Returning to the Plan	p. 143
The Six Mindsets of Change	p. 146
Tales of a Cable Installer	p. 149
Upselling 101	p. 151
When You Work for a Large Organization	p. 154
"Just Focus on Him"	p. 157
Pull Out Your Legal Pad	p. 159
What's the Next Step?	p. 162
"Based on What We've Discussed Today ..."	p. 165
The Art of Making People Look Good	p. 168
The Follow-Through Campaign	p. 175
The Mole	p. 178
"I've Got an Idea ..."	p. 182
Selling to a Committee	p. 187
Take Responsibility	p. 193
Money, Money	p. 196
Know When to Move On	p. 198
The Special Challenges of Telesales	p. 202
What Telesales Numbers Mean	p. 208
The Dynamics of the Call	p. 212
More Telesales Strategies	p. 221
E-Mail Selling Strategies	p. 227
A Tale of Two E-Mails	p. 228
Way Back When	p. 231
Wishful Thinking	p. 236
Screwing Up the Sales Process	p. 238
Relationship = Commitment	p. 242
Mass E-Mail Ticks People Off	p. 245
What Makes E-Mail Different	p. 247
Top of the Mind	p. 249
Nine E-Mail Strategies for Accelerating the Selling Cycle	p. 252
Establishing the Relationship	p. 254
The Message Template	p. 259
The Perfect E-Mail Message?	p. 262
About the Subject Line	p. 265
The Secret Weapon	p. 269
Signatures	p. 272
Three Critical E-Mail Selling Principles	p. 276
E-Mail "Branding"	p. 285
E-Mail and Online Newsletters	p. 287
On Opt-In Lists	p. 290
E-Mail and Article Distribution	p. 293
"Hey, Would You Take a Look at My Web Site?"	p. 296
Why E-Mail Is Not Enough	p. 299
E-Mail and Blogging	p. 305
E-Mail as a C-Level Selling Tool	p. 308
22 Unforgivable E-Mail Mistakes	p. 312
50 Sales Questions to Close the Deal	p. 323
Questions That Initiate Contact and Build Rapport	p. 324
Questions to Figure Out What the Person and the Company Do	p. 331
Questions That Move You Toward a Next Step	p. 340
Questions That Help You Identify and Deliver the Right Presentation	p. 346
Questions to Deal with Setbacks, Formalize the Decision, and Negotiate the Best Deal	p. 351
Epilogue: Two Lumberjacks	p. 359
Appendices
Sample Cold Calling Scripts	p. 361
Nine Key Principles of Sales Success	p. 364
Ten Traits of Successful Salespeople	p. 370
Seven Questions You Should Be Able to Answer Before You Try to Close the Deal	p. 374
The Five Stages of the Sales Career	p. 377
Five Steps to a Successful Coaching Meeting	p. 380
Sales Managers-Are You Measuring These Fifteen Skills?	p. 382
Live Training Programs Offered	p. 385
Live Training Programs Offered	p. 387
Index	p. 389
About the Author	p. 404
Table of Contents provided by Ingram. All Rights Reserved.

Amazon no longer offers textbook rentals. We do!

Stephan Schiffman's Sales Essentials

Stephan Schiffman's Sales Essentials

9781598692280

1598692283

Summary

Author Biography

Table of Contents

Supplemental Materials

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