The 25 Sales Skills: They Don't Teach at Business School

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Overview

America's top sales trainer Stephan Schiffman provides you with a unique syllabus that will help you land a coveted sales position -- and lead the force in sales once you're there. He takes you out of the stuffy, insulated classroom and shows you "the hidden curriculum," all the skills business school professors don't know or simply can't teach.

Product Details

  • ISBN-13: 9781580626149
  • Publisher: Adams Media Corporation
  • Publication date: 4/28/2002
  • Pages: 128
  • Sales rank: 1,161,135
  • Product dimensions: 4.38 (w) x 7.28 (h) x 0.38 (d)

Table of Contents

Introduction: The Hidden Sales Curriculum 9
Skill #1 Beware of Bad Advice on the Internet 13
Skill #2 Use Company Events to Move the Relationship Forward 16
Skill #3 Stop Spinning Your Wheels with People Who Don't Really Want to Work with You--and Start "Following the Yes" 19
Skill #4 Harness the Power of "I Didn't Anticipate That" 24
Skill #5 Beware "Casual Friday" 31
Skill #6 Ask Key Questions about Your Best Accounts 36
Skill #7 Find Out What's Changed 40
Skill #8 Use E-mail Intelligently 44
Skill #9 When in Doubt, Ask for the Appointment 48
Skill #10 Don't Try to Close 52
Skill #11 Raise Tough Issues Yourself 57
Skill #12 Get More Return Phone Calls 62
Skill #13 Don't Bring Everything! 65
Skill #14 Don't "Product Dump" 67
Skill #15 Beyond "Slapshot Selling" 71
Skill #16 Master PIPA (Learn the Art of Conducting a Great First Meeting) 79
Skill #17 Get Prospects to Open Up to You 91
Skill #18 Prepare Questions ahead of Time! 94
Skill #19 Don't Present Too Early 98
Skill #20 Verify Your Information 101
Skill #21 Ask Yourself the Right Questions 104
Skill #22 Know What You Want before You Even Walk in the Door 106
Skill #23 Work Your Way up the Ladder 109
Skill #24 Close the Sale 111
Skill #25 Avoid the Ten Most Common Mistakes 113
Epilogue: Don't Kid Yourself 121

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