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High Efficiency Selling: How Superior Salespeople Get That Way
Written by Stephan Schiffman
Narrated by Stephan Schiffman
Book Actions
Start ListeningRatings:
Rating: 4.5 out of 5 stars4.5/5 (8 ratings)
Length: 1 hour
- Publisher:
- Simon & Schuster Audio
- Released:
- May 1, 1997
- ISBN:
- 9780743548267
- Format:
- Audiobook (abridged)
Description
A Proven Program to Maximize Your Sales
In this indispensable new guide, sales consultant and America's #1 corporate sales 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 bestelling author of Cold Calling Techniques (That Really Work!) stakes outs 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
In this indispensable new guide, sales consultant and America's #1 corporate sales 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 bestelling author of Cold Calling Techniques (That Really Work!) stakes outs 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
Book Actions
Start ListeningBook Information
High Efficiency Selling: How Superior Salespeople Get That Way
Written by Stephan Schiffman
Narrated by Stephan Schiffman
Ratings:
Rating: 4.5 out of 5 stars4.5/5 (8 ratings)
Length: 1 hour
Description
A Proven Program to Maximize Your Sales
In this indispensable new guide, sales consultant and America's #1 corporate sales 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 bestelling author of Cold Calling Techniques (That Really Work!) stakes outs 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
In this indispensable new guide, sales consultant and America's #1 corporate sales 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 bestelling author of Cold Calling Techniques (That Really Work!) stakes outs 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
- Publisher:
- Simon & Schuster Audio
- Released:
- May 1, 1997
- ISBN:
- 9780743548267
- Format:
- Audiobook (abridged)
About the author
Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.
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