Selling When No One is Buying: Growing Prospects, Clients, and Sales in Tough Economic Times

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More About This Book

Overview

Times are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to:


  • Treat customers individually
  • Make life easier for customers in bad times
  • Show that bad times won't last forever
  • Reorient their thinking now to prepare for the future

Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive-and thrive! The key to success is to learn how to sell when no one is buying.

Product Details

  • ISBN-13: 9781605506609
  • Publisher: Adams Media Corporation
  • Publication date: 6/18/2009
  • Pages: 176
  • Sales rank: 451,345
  • Product dimensions: 5.40 (w) x 8.40 (h) x 0.60 (d)

Meet the Author

Stephan Schiffman (New York, NY) has trained more than a half-million salespeople at first such as AT&T, Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is president of D.E.I. Management Group and is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (The Really Work!).

Table of Contents

Introduction 10

Chapter 1 Learn the New Buying Environment 5

Chapter 2 Break Into the New Selling Environment 11

Chapter 3 Improve Your Attitude-Or I Wish I Were Dr. Phil 17

Chapter 4 You Need a Personal Business Plan 23

Chapter 5 Can You Change? 29

Chapter 6 Evaluate Your Skills 35

Chapter 7 Return to the Fount 43

Chapter 8 Soar Higher 49

Chapter 9 Keep the Basics in Play 57

Chapter 10 Remember: The Rules Have Changed 63

Chapter 11 Use Your Intelligence 69

Chapter 12 Use Time Wisely 73

Chapter 13 Get Over the Peaks and Through the Valleys 81

Chapter 14 Find Out What They're Really Saying 89

Chapter 15 Network 95

Chapter 16 Deal with Your Manager 101

Chapter 17 Independent Reps 105

Chapter 18 Managers: Learn Your Roles 109

Chapter 19 Go After the Elephant 115

Chapter 20 Prospecting (Part One) 121

Chapter 21 Prospecting (Part Two) 125

Chapter 22 Go to the Government 131

Chapter 23 The Power of Twelve 135

Chapter 24 Give Killer Presentations 141

Chapter 25 Nothing Is Forever 145

Chapter 26 The New Sales Model 151

Chapter 27 Conclusion 155

Index 159

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