Stephan Schiffman
Autor de Cold Calling Techniques (That Really Work!)
Sobre El Autor
Stephan Schiffman is the founder of D.E.I. Management Group, which has become one of the nation's fastest growing sales training organizations. Since 1979, D.E.I has trained more than half a million professionals through seminars, workshops, and lectures. He is a frequent guest on national radio mostrar más and television shows. mostrar menos
Obras de Stephan Schiffman
Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales (2003) 27 copias
Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition (2004) 22 copias
Make It Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (2000) 20 copias
Selling When No One is Buying: Growing Prospects, Clients, and Sales in Tough Economic Times (2009) 10 copias
Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions (2002) 10 copias
Stephan Schiffman's 101 Successful Sales Strategies: Top Techniques to Boost Sales Today (2005) 9 copias
Power Sales Presentations: Complete Sales Dialogues for Each Critical Step of the Sales Cycle (1989) 7 copias
The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and… (2012) 7 copias
The Career Salesperson: Recharge Your Drive and Ambition, No Matter What Your Age; Over 2 million Schiffman books sold! (2009) 5 copias
Make It Your Business: The Definitive Guide to Launching and Succeeding in Your Own Business (1998) 5 copias
Stephan Schiffman's Sales Essentials: All You Need to Know to Be a Successful Salesperson-from Cold Calling and… (2007) 4 copias
Mastering Your Key Accounts: Maximize Relationships; Create Strategic Partnerships; Increase Sales (2006) 3 copias
Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See―from Pitch to Close (2012) 2 copias
25 Toughest Sales Objections-and How to Overcome Them (Marketing/Sales/Advertising & Promotion) (2011) 2 copias
Asking Questions, Winning Sales: Superior Interviewing Techniques for Sales Professionals (1996) 1 copia
The 250 power words that sell : the words you need to get the sale, beat your quota, and boost your commission (2013) 1 copia
25 Kecakapan Sukses Menjual Strategi-strategi Jitu Penjualan Yang Tidak Diajarkan Di Sekolah Bisnis 1 copia
Make it Heppen 1 copia
Etiquetado
Conocimiento común
- Género
- male
Miembros
Reseñas
Had to read it for work ...
Lots of tactical advice. Don't be scared by the cheesy cover. If you send a lot of cold emails, read this. It will take you a few hours and you'll pull at least one piece of actionable advice from this book.
Good book for anyone who has to do prospecting over the phone. It is under 160 pages with 44 chapters of around 2 to 4 pages each. Thus, each chapter gets to the point fast and is good for reference. I especially like the 4 chapters that get to the heart of how to respond when the prospect says they are Happy, Not interested, Send Literature and asks a Direct Question. The book loses a little credibility when they say you can get 65 to 90% return of phone calls with their techniques.
También Puede Gustarte
Estadísticas
- Obras
- 49
- Miembros
- 822
- Popularidad
- #31,034
- Valoración
- 3.4
- Reseñas
- 5
- ISBNs
- 131
- Idiomas
- 7
Habit 2: Communicate the message that it is sound business to trust you
The author shares poor cells practices such as a used car dealership called calling people from the white pages and saying that they won a free turkey and they have to come in to receive it or that they found their wallet in order to get their attention.
Following through on everything you promise will support trust.
Habit 3: ask the right questions
Habit 4: take the lead
Habit 5: listen, learn and lead
Habit 6: engage the Prospect
When they talk, lean in.
Put your pen down
Habit 7: find key requirements
When dealing with a customer who already uses a competing product or service will you have to remember that they need is self has already been established.
Habit 8: no the sales timetable
Habit 9: convert the leads that fall into your lap
When a lead contacts you spontaneously, take three steps. Step one, back off and establish some kind of relationship, stuff to find out what’s going on, step three asked to set up an in person appointment.
Habit 10: know how to make your product or service fit somewhere else
Habit 11: pretend you’re a consultant
Habit 12: ask for the next appointment well you’re on your first visit
Habit 13: Take Notes
When taking notes, keep your nose clean and legible to both you and the prospect.
Habit 14: create a plan with each new prospect
Habit 15: ask for referrals
Habit 16: show enthusiasm
Utilizing “later phrases” such as take a look for yourself or how about that is a good idea once you build the rapport.
Habit 17: give yourself appropriate credit
Habit 18: tell the truth
Do not promise the ability to do something when you know that you cannot deliver. A sales person who promises more that can be delivered is considered a problem.
Habit 19: sell yourself on your self
Motivational strategies:
-Don’t listen to the radio during your morning drive
-Be specific with your goals and your rewards.
-get positive reinforcement
-get outside
-Leave yourself notes
-keep things in perspective
Habit 20: Start Early
Habit 21: read industry publications
Include it for your clients and yourself.
Habit 22: support your visit the next day
Follow up with a thank you letter
Habit 23: Give speeches to business and civic groups
Habit 24: Pass along opportunity when appropriate
Habit 25: take responsibility for presentations that go haywire.
When going for the close of you get a negative response. Ask why?
Good sales is a partnership
It is important to step away from the job to decompress… (más)