E-Mail Selling Techniques (That Really Work!) [NOOK Book]

Overview

While e-mail has made it easier for salespeople to communicate than ever before, it's crucial to your success that your message is clear, concise, and to the point. Renowned sales guru Stephan Schiffman understands the unique benefits and challenges of using e-mail as a sales tool. E-mail Selling Techniques delivers dependable strategies to help you understand when and how to use e-mail to communicate with a client or prospect. E-mail Selling Techniques offers essential guidelines for: The proper length and ...
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E-Mail Selling Techniques (That Really Work!)

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Overview

While e-mail has made it easier for salespeople to communicate than ever before, it's crucial to your success that your message is clear, concise, and to the point. Renowned sales guru Stephan Schiffman understands the unique benefits and challenges of using e-mail as a sales tool. E-mail Selling Techniques delivers dependable strategies to help you understand when and how to use e-mail to communicate with a client or prospect. E-mail Selling Techniques offers essential guidelines for: The proper length and format of sales e-mails; Advice on tone and content; Tips for writing attention-grabbing subject lines; Identifying when a phone call might be more appropriate. If you rely on computers and portable e-mail devices to do business, Stephan Schiffman will show you how to use technology to your advantage and get the deal done. Stephan Schiffman, America's #1 Corporate Sales Trainer, is the author of dozens of bestselling books, including Cold Calling Techniques (That Really Work), 5th Edition; and The 250 Sales Questions to Close the Deal.
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Product Details

  • ISBN-13: 9781440500961
  • Publisher: F+W Media
  • Publication date: 11/30/2006
  • Sold by: Barnes & Noble
  • Format: eBook
  • Pages: 160
  • File size: 817 KB

Table of Contents


Introduction     ix
Foundation Concepts
A Tale of Two E-mail Messages     3
E-mail and the New Sales Culture     5
Way Back When     7
The Information Equation     9
The Information Equation, Continued     11
Wishful Thinking     13
Screwing Up the Sales Process     15
Relationship = Commitment     19
No Magic Wand     21
This Won't Hurt a Bit     23
Mass E-mail Ticks People Off     27
What Makes E-mail Different     31
What Makes E-mail Different, Continued     33
Why E-mail Is Not Enough     37
Top of the Mind     43
Nine E-mail Strategies for Accelerating the Selling Cycle     45
The Art of the Next Step
The Selling Process and the Next Step     49
The Best Available Evidence     51
What Has to Take Place?     53
Establishing the Relationship     55
Selling Signals and Buying Signals     57
The Date     59
"Hey, Would You Take a Look at My Web Site?"     65
The Message Template     69
The Perfect E-mail Message?     73
What Works
About the Subject Line     79
The Secret Weapon     83
Signatures     91
The P.S     93
My Pet Peeve     95
Three Critical E-mail Selling Principles     97
E-mail "Branding"     107
E-mail and Online Newsletters     109
On Opt-In Lists     113
E-mail and Article Distribution     119
E-mail and Blogging     123
E-mail as a C-Level Selling Tool     125
What Not to Do
22 Unforgivable E-mail Mistakes     131
On Cold Calling     141
Online Resources Worth Checking Out     143
Index     145
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Customer Reviews

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Sort by: Showing all of 3 Customer Reviews
  • Posted February 6, 2010

    Great ideas on email selling

    Very useful book with ideas on how to get potential customers to accept a meeting with the potential to become my client. Creative and easy to read reference book that is now part of my sales library. I highly recommend for all professional sales people.

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  • Anonymous

    Posted January 26, 2011

    No text was provided for this review.

  • Anonymous

    Posted February 6, 2011

    No text was provided for this review.

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