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25 Sales Skills They Don't Teach at Business School

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ISBN-10: 1580626149

ISBN-13: 9781580626149

Edition: 2002

Authors: Stephan Schiffman

List price: $7.95
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Book details

List price: $7.95
Copyright year: 2002
Publisher: Adams Media Corporation
Publication date: 4/1/2002
Binding: Paperback
Pages: 128
Size: 4.50" wide x 7.50" long x 0.50" tall
Weight: 0.220
Language: English

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: The Hidden Sales Curriculum
Beware of Bad Advice on the Internet
Use Company Events to Move the Relationship Forward
Stop Spinning Your Wheels with People Who Don't Really Want to Work with You--and Start "Following the Yes"
Harness the Power of "I Didn't Anticipate That"
Beware "Casual Friday"
Ask Key Questions about Your Best Accounts
Find Out What's Changed
Use E-mail Intelligently
When in Doubt, Ask for the Appointment
Don't Try to Close
Raise Tough Issues Yourself
Get More Return Phone Calls
Don't Bring Everything!
Don't "Product Dump"
Beyond "Slapshot Selling"
Master PIPA (Learn the Art of Conducting a Great First Meeting)
Get Prospects to Open Up to You
Prepare Questions ahead of Time!
Don't Present Too Early
Verify Your Information
Ask Yourself the Right Questions
Know What You Want before You Even Walk in the Door
Work Your Way up the Ladder
Close the Sale
Avoid the Ten Most Common Mistakes
Epilogue: Don't Kid Yourself