Closing Techniques: That Really Work - Softcover

Schiffman, Stephan

Softcover

ISBN 10: 1580628575 ISBN 13: 9781580628570

Publisher: Adams Media, 2004

Synopsis

In this groundbreaking book, America’s #1 corporate sales trainer proves to readers that closing does not have to be the most difficult part of the sale. In the third edition of Closing Techniques (That Really Work!), Stephan Schiffman takes a fresh and effective perspective on closing. Closing is not a battle—it’s an art form. This informative guide provides salespeople with innovative techniques that make the old closing tricks seem obsolete.

Armed with field-tested techniques and expert advice, readers learn to throw down their swords and integrate the closing process into a professional, productive sales cycle that turns prospects into allies—not adversaries. Completely revised and updated, Closing Techniques helps salespeople:

· Develop a strong opening and closing
· Know the customer
· Keep it simple
· Set objectives for in-person sales meetings

Also featuring sample cold calling scripts and sales dialogues to help hone and sharpen closing skills, Closing Techniques is sure to remain an indispensable closing tool for salespeople worldwide.

About this title

About the Author

Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.

About this edition

• Publisher: Adams Media
• Publication date: 2004
• ISBN 10: 1580628575
• ISBN 13: 9781580628570
• Binding: Paperback
• Number of pages: 160