Closing Techniques (That Really Work!)

Overview

Many salespeople can line up prospects, recite the benefits of their product or service, and stir the interest of their client. But when it comes to actually closing the deal, they fail and the sale falls apart. That's where sales guru Stephan Schiffman comes in—and saves the sale. In this book, Schiffman reveals the pioneering techniques that have helped more than half a million salespeople nail the sales ...

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Closing Techniques (That Really Work!)

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Overview

Many salespeople can line up prospects, recite the benefits of their product or service, and stir the interest of their client. But when it comes to actually closing the deal, they fail and the sale falls apart. That's where sales guru Stephan Schiffman comes in—and saves the sale. In this book, Schiffman reveals the pioneering techniques that have helped more than half a million salespeople nail the sales that matter. This book includes chapters on:

  • the four words to avoid during meetings
  • why salespeople shouldn't mix business with pleasure
  • the most important word when closing a sale
  • working existing accounts
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Product Details

  • ISBN-13: 9781598698206
  • Publisher: Adams Media
  • Publication date: 3/18/2009
  • Edition number: 4
  • Pages: 160
  • Sales rank: 1,469,721
  • Product dimensions: 5.40 (w) x 8.20 (h) x 0.60 (d)

Meet the Author


Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and The 25 Sales Habits of Highly Successful Salespeople.
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted June 9, 2004

    packed With Knowledge!

    Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer¿s needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you¿ve read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book¿s 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.

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