About this product

Product Identifiers

PublisherWiley & Sons, Incorporated, John

ISBN-100471170348

ISBN-139780471170341

eBay Product ID (ePID)917188

Product Key Features

Book TitleHigh-Efficiency Selling : How Superior Salespeople Get That Way

Number of Pages269 Pages

LanguageEnglish

TopicSales & Selling / General

Publication Year1997

GenreBusiness & Economics

AuthorStephan Schiffman

FormatTrade Paperback

Dimensions

Item Height0.8 in

Item Weight14.6 Oz

Item Length9.1 in

Item Width6.3 in

Additional Product Features

Intended AudienceTrade

LCCN96-047728

Dewey Edition21

Dewey Decimal658.85

Table Of ContentPartial table of contents: Asking versus Telling. Why You Don2t Need Finding-the-Need. Selling is Attitude. The Anatomy of the Slump. Rejections Equal Dollars. Three Major Misconceptions Salespeople Have About Prospecting. Prospect Management. The Prospect Board and Time Management. Your Personal Prospecting Plan. The Wake-Up Call. The Humble Tools of the Effective Interviewer. Your Goals During the Interview. Targeting Your Questions During the Interview Phase. The Target You2re Trying to Hit During the Interview Phase. Developing Your Preliminary Written Proposal. What Do You Do When the Prospect Objects? Toward "That Looks Pretty Good." The Formal Presentation. A Word About "Closing Techniques"-and Why This Part of the Book is Blessedly Short. Epilogue: On Selling Efficiently to Build Depth of Sale. Appendix. About the Author. Index.

SynopsisA proven program to maximize your sales . . . with a money back guarantee! In this indispensable new guide, sales consultant and trainer Steve Schiffman reveals the methodology of high-efficiency selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestselling author of Cold Calling Techniques stakes out new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman2s breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and-best of all-increase sales by focusing on: Attitude-the single most important factor in holding on to customers. Creating your personal prospecting plan-making the calls, drafting attention and identification statements, delivering the request. Executing, refining, and developing the cold call. The ten commandments of contacting target companies. The tools, questions, and goals you need for an effective client interview. Simple-and effective-closing techniques. "Stephan Schiffman is an internationally recognized sales trainer who speaks my language: practice, prospect, present, progress!" -J. Alexander Hill, VP, Sales and Distribution, Nomadic Display. "High-Efficiency Selling can make a believer, and a winner, out of almost anyone!" Ken and Darla Dolan, Hosts of the nationally syndicated radio program, "The Dolans". YOUR MONEY BACK GUARANTEE After completing the program and submitting the practice and tracking materials described in it, the author will refund the purchase price of the book if not completely satisfied (see details inside)., A proven program to maximize your sales . . . with a money back guarantee! In this indispensable new guide, sales consultant and trainer Steve Schiffman reveals the methodology of high-efficiency selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestselling author of Cold Calling Techniques stakes out new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and--best of all--increase sales by focusing on: Attitude--the single most important factor in holding on to customers. Creating your personal prospecting plan--making the calls, drafting attention and identification statements, delivering the request. Executing, refining, and developing the cold call. The ten commandments of contacting target companies. The tools, questions, and goals you need for an effective client interview. Simple--and effective--closing techniques. "Stephan Schiffman is an internationally recognized sales trainer who speaks my language: practice, prospect, present, progress!" --J. Alexander Hill, VP, Sales and Distribution, Nomadic Display. "High-Efficiency Selling can make a believer, and a winner, out of almost anyone!" Ken and Darla Dolan, Hosts of the nationally syndicated radio program, "The Dolans" . YOUR MONEY BACK GUARANTEE After completing the program and submitting the practice and tracking materials described in it, the author will refund the purchase price of the book if not completely satisfied (see details inside)., A proven program to maximize your sales . . . with a money back guarantee In this indispensable new guide, sales consultant and trainer Steve Schiffman reveals the methodology of high-efficiency selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestselling author of Cold Calling Techniques stakes out new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and--best of all--increase sales by focusing on: Attitude--the single most important factor in holding on to customers. Creating your personal prospecting plan--making the calls, drafting attention and identification statements, delivering the request. Executing, refining, and developing the cold call. The ten commandments of contacting target companies. The tools, questions, and goals you need for an effective client interview. Simple--and effective--closing techniques. "Stephan Schiffman is an internationally recognized sales trainer who speaks my language: practice, prospect, present, progress " --J. Alexander Hill, VP, Sales and Distribution, Nomadic Display. "High-Efficiency Selling can make a believer, and a winner, out of almost anyone " Ken and Darla Dolan, Hosts of the nationally syndicated radio program, "The Dolans" . YOUR MONEY BACK GUARANTEE After completing the program and submitting the practice and tracking materials described in it, the author will refund the purchase price of the book if not completely satisfied (see details inside).

LC Classification NumberHF5438.25.S3343 1997