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

by Stephan Schiffman

Overview

Master the skills you can't learn in a classroom!

You can break into today's cutting-edge sales force--and become a leader. All it takes is learning Stephan Schiffman's essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer.

From the man who's trained more than a half-million salespeople, these are the secrets you won't learn in any classroom. Now they're yours for the taking and will put you on the fast track to career advancement. With Schiffman at your side, you can build a successful sales future for your company and yourself.

Product Details

ISBN-13:	9781440501982
Publisher:	Adams Media
Publication date:	04/01/2002
Sold by:	SIMON & SCHUSTER
Format:	eBook
Pages:	128
File size:	812 KB

About the Author

Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.

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