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

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 ...

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

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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.

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Product Details

  • ISBN-13: 9781580626149
  • Publisher: Adams Media
  • Publication date: 4/28/2002
  • Pages: 128
  • Sales rank: 759,374
  • Product dimensions: 4.38 (w) x 7.28 (h) x 0.38 (d)

Meet the Author

Stephan Schiffman is the top corporate sales trainer in America. He’s worked with such companies as AT&T, Information Systems, Chemical Bank, Manufacturers Hanover Trust, Motorola, and U.S. Health Care. He is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!). He lives in New York City.
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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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