Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales [NOOK Book]

Overview

If you've got ten minutes a day, you can make a telesales breakthrough!

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman's Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.

Stephan Schiffman has coached thousands of sales ...

See more details below
Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK
  • NOOK HD/HD+ Tablet
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$10.49
BN.com price
(Save 18%)$12.95 List Price

Overview

If you've got ten minutes a day, you can make a telesales breakthrough!

By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman's Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.

Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance.

He knows exactly what works and doesn't, and in this completely revised second edition, he shares with you all of his insider's secrets, including how to:

  • Master the five ways you can increase your income
  • Track your numbers . . . and use them to your advantage
  • Evaluate your performance effectively . . . so you hit your own goals
  • Gain control of the call
  • Leave effective phone messages
  • Use "how" and "why" questions to your advantage
  • Learn what's going on in the prospect's world
  • Understand the four types of negative responses . . . and find out how to get past each one
  • Turn small adjustments in your performance into large income gains

By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can't afford not to have these tools in your sales arsenal!

Read More Show Less

Product Details

  • ISBN-13: 9781440500794
  • Publisher: F+W Media
  • Publication date: 1/1/2003
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 2
  • Pages: 208
  • Sales rank: 675,391
  • File size: 936 KB

Table of Contents

Foreword and Acknowledgments ix
Introduction to the New Edition xi
Chapter 1 Getting Started 1
Chapter 2 A Typical Day 4
Chapter 3 Understand Your Ratios 7
Chapter 4 Tracking Actual Daily Numbers 9
Chapter 5 The Five Ways You Can Increase Your Income 13
Chapter 6 Little Things Can Mean a Lot 17
Chapter 7 Your "Golf Grip" 19
Chapter 8 "Closing" (And Its Hazards) 22
Chapter 9 The Four Steps of the Telephone Sales Process 25
Chapter 10 Understand the Numbers--and Improve Your Approach 29
Chapter 11 Move Forward in the Sales Process 31
Chapter 12 Define Prospects Accurately 36
Chapter 13 Count the "No" Answers 41
Chapter 14 The Ups and Downs of Selling 45
Chapter 15 People Respond in Kind 51
Chapter 16 Interruptive Marketing 55
Chapter 17 Why Writing It All Down Is Essential 59
Chapter 18 Master the Game of Catch 62
Chapter 19 Developing Your Attention Statement 66
Chapter 20 Developing Your Identification Statement 69
Chapter 21 Developing the Reason for the Call 71
Chapter 22 What to Do If You Don't Get Interrupted 74
Chapter 23 The Department Store 79
Chapter 24 Happy Now 83
Chapter 25 Not Interested 87
Chapter 26 Send Literature 91
Chapter 27 The Direct Question 94
Chapter 28 Put It All Together 97
Chapter 29 Some Variations on the Standard Call 101
Chapter 30 The Art of Leaving Messages 106
Chapter 31 Another Effective Variation 111
Chapter 32 The Art of Calling Back 114
Chapter 33 I Was Just Thinking of You 117
Chapter 34 How to Call Former Customers 120
Chapter 35 How to Get and Use Connections with People at the Top 123
Chapter 36 How to Send the Right Emotional Message over the Phone 127
Chapter 37 The Recipe for a Great Conversation 130
Chapter 38 The Past, the Present, and the Future 135
Chapter 39 Ask "How" and "Why" Early and Often 140
Chapter 40 Verify Your Information 143
Chapter 41 Paint a Picture 146
Chapter 42 Critical Point #2 149
Chapter 43 When to Stop Calling 154
Chapter 44 Ten Traits of World-Class Salespeople 156
Appendix 159
Index 187
About the Author 193
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 – 3 of 1 Customer Reviews
  • Anonymous

    Posted January 8, 2003

    Packed with Knowledge!

    Stephen Schiffman, one of the most renowned sales trainers, discusses how to assess your current performance and then increase your sales. If you¿ve read Getting to Closed, skip the first section or just consider it a useful review. From Getting to Closed, you already know his techniques for tracking your numbers and understanding your ratios. He offers insight on how to move from initial contacts to prospects to sales and how to continually delve for new customers while working with your most promising leads. What really makes this book sing are the short, bite-sized chapters and concluding action items that help you implement and practice each axiom. Schiffman¿s succinct, breezy style makes this a quick, easy read. You¿ll also find his examples of phone conversations and responses helpful as a guide to adapt to your own situation. We from getAbstract leave this message: call Shiffman into action to increase your sales as you put these steps to work.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted December 8, 2009

    No text was provided for this review.

  • Anonymous

    Posted December 22, 2009

    No text was provided for this review.

Sort by: Showing 1 – 3 of 1 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)