High Efficiency Selling: How Superior Salespeople Get That Way

Schiffman, Stephan

ISBN 10: 0743520130 ISBN 13: 9780743520133

Publisher: Simon & Schuster Audio, 1997

Synopsis

A Proven Program to Maximize Your Sales

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 long-term business partnerships. The bestselling author of Cold Calling Techniques (That Really Work!) stakes out 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
* 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

About this title

From the Publisher

This book presents the three steps of high-efficiency selling: improving personal time management, gathering more information, and delaying the presentation and closing stage of the sale. It helps readers waste less time on unproductive leads by prospecting, interviewing and following up leads; reduce stress levels by organizing time and gain a better long-term "fit" with customers by spending more time with prospective customers.

From the Back Cover

"A proven program to maximize your sales . . . with a money back guarantee!

In this indispensable new guide, sales consultant and 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 bestselling author of Cold Calling Techniques stakes out 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.

"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.

"High-Efficiency Selling can make a believer, and a winner, out of almost anyone!"Ken and Darla Dolan, Hosts of the nationally syndicated radio program, "The Dolans".

YOUR MONEY BACK GUARANTEE After completing the program and submitting the practice and tracking materials described in it, the author will refund the purchase price of the book if not completely satisfied (see details inside).

Edition details

• Publisher: Simon & Schuster Audio
• Publication date: 1997
• ISBN 10: 0743520130
• ISBN 13: 9780743520133
• Binding: Audio CD
• Language: English