Publisher Description
In this indispensable new guide, sales consultant and America’s #1 corporate sales trainer Steve Schiffman reveals the methodology of High Efficiency Selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestelling author of Cold Calling Techniques (That Really Work!) stakes outs new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman’s breakthrough techniques help you reduce stress, develop a better long-term “fit” with customers, and—best of all—increase sales by focusing on:
- Attitude—the single most important factor in holding on to customers
- Creating your personal prospecting plan—making the calls, drafting attention and identification statements, delivering the request
- Executing, refining, and developing the cold call
- The ten commandments of contacting target companies
- The tools, questions, and goals you need for an effective client interview
- Simple and effective closing techniques
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“Stephan Schiffman is an internationally recognized sales trainer who speaks my language: practice, prospect, present, progress!”
—
J. Alexander Hill, VP, sales and distribution, Nomadic Display.
About Stephan Schiffman
Stephan Schiffman is a certified management consultant who has trained a wide variety of companies, including IBM, AT&T, Motorola, Sprint, CIGNA, and many others. He has trained over 500,000 professionals in over 9,000 companies. Previously he was a broadcasting executive and an account executive for a brokerage firm. Schiffman is a frequent guest on national radio and television shows, including CNBC’s Smart Money, Steals and Deals, Money Talk, AP’s Special Assignment, and others.