The 250 Power Words That Sell: The Words You Need to Get the Sale, Beat Your Quota, and Boost Your Commission [NOOK Book]

Overview

Game-changing terms every salesperson should know

Wouldn't you like your prospects to know that you can help them develop new solutions, create substantial efficiencies, and improve profit margins? In order for them to even give you the time of day, though, you'll need to be prepared with the words and phrases that will get you in the door.

Stephan Schiffman, America's number-one corporate sales trainer, has gathered a powerful list of words ...

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The 250 Power Words That Sell: The Words You Need to Get the Sale, Beat Your Quota, and Boost Your Commission

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Overview

Game-changing terms every salesperson should know

Wouldn't you like your prospects to know that you can help them develop new solutions, create substantial efficiencies, and improve profit margins? In order for them to even give you the time of day, though, you'll need to be prepared with the words and phrases that will get you in the door.

Stephan Schiffman, America's number-one corporate sales trainer, has gathered a powerful list of words and phrases that every successful salesperson needs in order to gain the competitive edge, leave a lasting and positive impression, and ultimately make a sale. Pulled from his sessions and key discussion points, these important terms will help you:

  • Turn leads into prospects.
  • Learn more about your clients' needs.
  • Convey the ability to meet your clients' demands.
  • Overcome objections during negotiations.
With The 250 Power Words That Sell, you will watch your performance soar as you beat out the competition and surpass quota every quarter!
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Product Details

  • ISBN-13: 9781440556265
  • Publisher: F+W Media
  • Publication date: 12/18/2012
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 224
  • File size: 2 MB

Meet the Author

Stephan Schiffman has trained more than half a million salespeople at firms such as AT&T, Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!). You can visit his website at steveschiffman.com.

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Table of Contents

Introduction 7

Part I What To Say When You're Prospecting 9

Chapter 1 The Right Words for a Cold Call 11

Chapter 2 How to Leave an Effective Voicemail 23

Chapter 3 The Best Words for E-mails 41

Chapter 4 Turning Around Common Responses 57

Part II What To Say When You're Interviewing 71

Chapter 5 Getting the Interview Going 73

Chapter 6 Six Basic Questions 81

Chapter 7 The Power of Framing 93

Chapter 8 Finding Out about the Past and Future 105

Chapter 9 The Art of Small Talk (That Isn't Small) 117

Part III What To Say When You're Presenting 143

Chapter 10 Active Listening 145

Chapter 11 What to Tell Prospects 151

Chapter 12 The Reason You're There 157

Part IV What To Say When You're Closing 169

Chapter 13 Overcoming Common Objections 171

Chapter 14 Ask for the Deal 183

Chapter 15 Follow Up with a Flourish 189

Conclusion 195

Appendix Sample Sales Dialogues 201

Index 219

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