Stephan Schiffman's Sales Essentials : All You Need to Know to Be a Successful Salesperson-From Cold Calling and Prospecting with E-Mail to Increasing the Buy and Closing.
Title:
Stephan Schiffman's Sales Essentials : All You Need to Know to Be a Successful Salesperson-From Cold Calling and Prospecting with E-Mail to Increasing the Buy and Closing.
Author:
Schiffman, Stephan.
ISBN:
9781440501043
Personal Author:
Physical Description:
1 online resource (564 pages)
Contents:
Cover -- Title Page -- Contents -- Acknowledgments -- Introduction: Read This First -- Part One: Foundation Concepts -- Chapter 1: The Number One Reason Businesses Fail -- Chapter 2: By the Numbers -- Chapter 3: Prospecting and the Sales Cycle -- Chapter 4: Where to Look for Leads -- Part Two: Calling Techniques That Really Work -- Chapter 5: Cold Call Mechanics -- Chapter 6: Six Specific Telephone Tips for Better Prospecting Numbers -- Chapter 7: Turning Around Common Responses -- Chapter 8: The Ledge -- Chapter 9: Mastering Third-Party and Referral Calls -- Chapter 10: Leaving Messages That Get Results -- Chapter 11: Follow-Up Calls -- Part Three: Basic Selling Skills -- Chapter 12: A Tale of Two Conversations -- Chapter 13: The Yellow Pages -- Chapter 14: Selling Is a Conversation -- Chapter 15: Selling by Not Selling -- Chapter 16: "It Makes Sense!" -- Chapter 17: Verification -- Chapter 18: Remember Why People Buy! -- Chapter 19: Offer, Timetable, Price -- Chapter 20: Essential Selling Principles -- Chapter 21: Key Communication Principles -- Chapter 22: Questions You Should Be Able to Answer -- Part Four: Advanced Selling Skills -- Chapter 23: Four Phases of the Relationship -- Chapter 24: Beware of Bad Assumptions -- Chapter 25: Raise the Hard Issues Yourself -- Chapter 26: Returning to the Plan -- Chapter 27: The Six Mindsets of Change -- Chapter 28: Tales of a Cable Installer -- Chapter 29: Upselling 101 -- Chapter 30: When You Work for a Large Organization -- Chapter 31: "Just Focus on him" -- Chapter 32: Pull Out Your Legal Pad -- Chapter 33: What's the Next Step? -- Chapter 34: "Based on What We've Discussed Today …" -- Chapter 35: The Art of Making People Look Good -- Chapter 36: The Follow-Through Campaign -- Chapter 37: The Mole -- Chapter 38: "I've Got an Idea …" -- Chapter 39: Selling to a Committee.
Chapter 40: Take Responsibility -- Chapter 41: Money, Money -- Chapter 42: Know When to Move On -- Chapter 43: The Special Challenges of Telesales -- Chapter 44: What Telesales Numbers Mean -- Chapter 45: The Dynamics of the Call -- Chapter 46: More Telesales Strategies -- Part Five: E-Mail Selling Strategies -- Chapter 47: A Tale of Two E-Mails -- Chapter 48: Way Back When -- Chapter 49: Wishful Thinking -- Chapter 50: Screwing Up the Sales Process -- Chapter 51: Relationship = Commitment -- Chapter 52: Mass E-Mail Ticks People Off -- Chapter 53: What Makes E-Mail Different -- Chapter 54: Top of the Mind -- Chapter 55: Nine E-Mail Strategies for Accelerating the Selling Cycle -- Chapter 56: Establishing the Relationship -- Chapter 57: The Message Template -- Chapter 58: The Perfect E-Mail Message? -- Chapter 59: About the Subject Line -- Chapter 60: The Secret Weapon -- Chapter 61: Signatures -- Chapter 62: Three Critical E-Mail Selling Principles -- Chapter 63: E-Mail "Branding" -- Chapter 64: E-Mail and Online Newsletters -- Chapter 65: On Opt-In Lists -- Chapter 66: E-Mail and Article Distribution -- Chapter 67: "Hey, Would You Take a Look at My Web Site?" -- Chapter 68: Why E-Mail Is Not Enough -- Chapter 69: E-Mail and Blogging -- Chapter 70: E-Mail as a C-Level Selling Tool -- Chapter 71: 22 Unforgivable E-Mail Mistakes -- Part Six: 50 Sales Questions -- Chapter 72: Questions That Initiate Contact and Build Rapport -- Chapter 73: Questions to Figure Out What the Person and the Company Do -- Chapter 74: Questions That Move You Toward a Next Step -- Chapter 75: Questions That Help You Identify and Deliver the Right Presentation -- Chapter 76: Questions to Deal with Setbacks, Formalize the Decision, and Negotiate the Best Deal -- Epilogue: Two Lumberjacks -- Appendix A: Sample Cold Calling Scripts.
Appendix B: Nine Key Principles of Sales Success -- Appendix C: Ten Traits of Successful Salespeople -- Appendix D: Seven Questions You Should Be Able to Answer Before You Try to Close the Deal -- Appendix E: The Five Stages of the Sales Career -- Appendix F: Five Steps to a Successful Coaching Meeting -- Appendix G: Sales Managers - Are You Measuring These Fifteen Skills? -- Live Training Programs Offered by D.E.I. Management Group -- Online Training Programs Offered by D.E.I. Management Group -- About the Author -- Copyright.
Abstract:
Having trouble closing your deals? Hitting a frustrating plateau with your sales numbers? Feel that upselling is a lost cause? Let sales guru Stephan Schiffman drive your sales pitches up a notch with his tried-and-true techniques - and get results immediately! Stephan Schiffman's Sales Essentials includes time-tested tips on: Mastering the cold call Using email as a selling tool Raising the stakes to "up" your next buy Closing the deal - every time! Plus, you'll also find 50 surefire questions to ask to make deal after deal, year after year. Packed with insider information you need to beat the competition, you can't afford not to read Stephan Schiffman's Sales Essentials!.
Local Note:
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2017. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
Genre:
Electronic Access:
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