Sales Essentials

ISBN-10: 1598692283
ISBN-13: 9781598692280
Edition: 2008
List price: $16.95
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Description: 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  More...

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Book details

List price: $16.95
Copyright year: 2008
Publisher: Adams Media Corporation
Publication date: 1/1/2008
Binding: Paperback
Pages: 416
Size: 5.00" wide x 8.25" long x 1.00" tall
Weight: 0.946
Language: English

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.

Stephan Schiffman is the founder of D.E.I. Management Group, which has become one of the nation's fastest growing sales training organizations. Since 1979, D.E.I has trained more than half a million professionals through seminars, workshops, and lectures. He is a frequent guest on national radio and television shows.

Introduction: Read This First
Foundation Concepts
The Number One Reason Businesses Fail
By the Numbers
Prospecting and the Sales Cycle
Where to Look for Leads
Calling Techniques that Really Work
Cold Call Mechanics
Six Specific Telephone Tips for Better Prospecting Numbers
Turning Around Common Responses
The Ledge
Mastering Third-Party and Referral Calls
Leaving Messages That Get Results
Follow-Up Calls
Basic Selling Skills
A Tale of Two Conversations
The Yellow Pages
Selling Is a Conversation
Selling by Not Selling
"It Makes Sense!"
Verification
Remember Why People Buy!
Offer, Timetable, Price
Essential Selling Principles
Key Communication Principles
Questions You Should Be Able to Answer
Advanced Selling Skills
Four Phases of the Relationship
Beware of Bad Assumptions
Raise the Hard Issues Yourself
Returning to the Plan
The Six Mindsets of Change
Tales of a Cable Installer
Upselling 101
When You Work for a Large Organization
"Just Focus on Him"
Pull Out Your Legal Pad
What's the Next Step?
"Based on What We've Discussed Today ..."
The Art of Making People Look Good
The Follow-Through Campaign
The Mole
"I've Got an Idea ..."
Selling to a Committee
Take Responsibility
Money, Money
Know When to Move On
The Special Challenges of Telesales
What Telesales Numbers Mean
The Dynamics of the Call
More Telesales Strategies
E-Mail Selling Strategies
A Tale of Two E-Mails
Way Back When
Wishful Thinking
Screwing Up the Sales Process
Relationship = Commitment
Mass E-Mail Ticks People Off
What Makes E-Mail Different
Top of the Mind
Nine E-Mail Strategies for Accelerating the Selling Cycle
Establishing the Relationship
The Message Template
The Perfect E-Mail Message?
About the Subject Line
The Secret Weapon
Signatures
Three Critical E-Mail Selling Principles
E-Mail "Branding"
E-Mail and Online Newsletters
On Opt-In Lists
E-Mail and Article Distribution
"Hey, Would You Take a Look at My Web Site?"
Why E-Mail Is Not Enough
E-Mail and Blogging
E-Mail as a C-Level Selling Tool
22 Unforgivable E-Mail Mistakes
50 Sales Questions to Close the Deal
Questions That Initiate Contact and Build Rapport
Questions to Figure Out What the Person and the Company Do
Questions That Move You Toward a Next Step
Questions That Help You Identify and Deliver the Right Presentation
Questions to Deal with Setbacks, Formalize the Decision, and Negotiate the Best Deal
Epilogue: Two Lumberjacks
Appendices
Sample Cold Calling Scripts
Nine Key Principles of Sales Success
Ten Traits of Successful Salespeople
Seven Questions You Should Be Able to Answer Before You Try to Close the Deal
The Five Stages of the Sales Career
Five Steps to a Successful Coaching Meeting
Sales Managers-Are You Measuring These Fifteen Skills?
Live Training Programs Offered
Live Training Programs Offered
Index
About the Author

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