Closing Techniques (That Really Work!)

Closing Techniques (That Really Work!)

by Stephan Schiffman


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Product Details

ISBN-13: 9781598698206
Publisher: Adams Media
Publication date: 03/18/2009
Pages: 160
Sales rank: 710,542
Product dimensions: 5.40(w) x 8.20(h) x 0.60(d)

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.

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Closing Techniques (That Really Work!) 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer¿s needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you¿ve read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book¿s 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.