The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale

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Adams Media, Jan 18, 2013 - Business & Economics - 224 pages
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The secrets of breakout selling!

Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as: Sales don't happen unless questions are asked. An objection is an opportunity in disguise. A salesperson's responsibility is to help the client solve a problem. No one ever made a good sale by interrupting a client. Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!

 

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Contents

introduction
13
PArt
16
My sAles PhilosoPhy
19
Know What You Want Before You Walk in the Door
20
Prepare Questions Ahead of Time
21
Ask Six Types of Questions
23
Be Punctual
27
Find Out Whats Changed
29
Ask the Right Questions
103
Give Credit to the Clients Intelligence
106
Beware of Bad Assumptions
108
Raise the Hard Issues Yourself
110
Develop Conversations Not Lectures
112
Dont Rush
114
Always Try to Move the Sale to the Next Step
116
Sell Yourself on Yourself
119

Use Fallbacks
31
Dont Focus on Negatives
33
Show Your Competitive Spirit
35
Take Pride in Your Work
37
Keep Up to Date
39
PArt
41
Keep Prospecting at the Front of Your Activity
42
New Leads Mean New Opportunities
44
Listen Learn and Lead
45
Read Industry Publications
47
Make a New Plan for Each New Prospect
48
Find a Compelling Opening Statement
49
Listen to the Prospect
51
Make Sure the Prospect Comes First
53
Understand the Prospects Viewpoint
54
Make Fifteen Cold Calls a Day
56
Look at Your Numbers
58
Call from a Script
59
Master ThirdParty and Referral Calls
60
Use Voice Mail Creatively
64
Remember Why People Buy
68
Anticipate Common Responses
70
Show Enthusiasm
74
Tell Others Who You Are
76
Use Company Events to Move the Relationship Forward
78
Get Prospects to Open Up to You
80
Give Speeches to Civic and Business Groups
82
Ask for Referrals
84
Be a Messenger of Change
86
Plan Your Day Efficiently
90
Get Organized
92
Dont Product Dump
93
Know Your Objective
95
Master PIPA
97
Communicate Trust
101
Know When to Retreat
121
Know When to Ask for Help
124
Follow Up the Next Day
127
PArt
129
Setting EMail Sales Goals
130
Craft the Perfect Message
131
Break Up the Text
133
Use the Subject Line
135
Be Careful with Your Signature Line
138
Develop a Brand with EMail
140
Start an EMail Newsletter
141
Use EMails to Spread Information about Your Company
143
Build Your Website
145
Start a Blog
147
EMail Selling to Executives
149
Five EMail Mistakes
152
PArt
157
Ask for the Sale
158
An Objection Is an Opportunity
161
Overcome the Money Objection
164
Overcome Ill Have to Think about It
166
Deal with an Outright No
168
Keep the Closing Positive
169
Know When to Stop Talking
170
Be a Leader
172
Write the Contract
175
Always Come Back to the Table
177
Dont Take It Personally
180
Win Well Lose Better
182
Look Beyond the Close
185
Conclusion
187
Sample Cold Calling Scripts
189
Ten Traits of Successful Salespeople
199
The Five Stages of the Sales Career
207
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About the author (2013)

Stephan Schiffman, America’s #1 Corporate Sales Trainer, has trained more than half a million salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and 25 Habits of Highly Successful Salespeople.

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