Closing Techniques (That Really Work!)

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Simon and Schuster, 18.02.2009 г. - 160 страници
Many salespeople can line up prospects, recite the benefits of their product or service, and stir the interest of their client. But when it comes to actually closing the deal, they fail and the sale falls apart. That's where sales guru Stephan Schiffman comes in—and saves the sale. In this book, Schiffman reveals the pioneering techniques that have helped more than half a million salespeople nail the sales that matter. This book includes chapters on:
  • the four words to avoid during meetings
  • why salespeople shouldn't mix business with pleasure
  • the most important word when closing a sale
  • working existing accounts
 

Съдържание

Introduction to Fourth Edition Introduction
THE FUNDAMENTALS
A Third of a Season
The Definition of Sales
No Gimmicks
Objections That Arent
A Brief Review of the Sales Cycle
Why People
The Option at the End of the First Visit
A Horror Story
Four Words You Never Want to Say
Verifying Your Information
What Is a Presentation?
To Script or Not to Script
The Simple Closing Statement Revisited
Ill Have to Think about It

Openings Precede Closings
The Power of an Idea
BREAKTHROUGH IDEAS FOR CLOSING SUCCESS
A Few Words about the Ideas Youll
Know Your Product or Serviceand Be Creative in Considering What It Can Do for Someone
Closings and Openings
Dont Overwhelm the Prospect
Selling to Committees
Selling BackwardForward
Understanding Responses
Taking Responsibility
If It Wasnt Business Theyd Call It Pleasure
RETHINKING YOUR RELATIONSHIP WITH THE PROSPECT
Write This Down
Four Categories
Your Two Objectives for Your First InPerson Meeting
Dealing with Obstacles
Money Money
Some General Ideas for Closing Success
The Leadership Role
Dont Reinvent the Wheeland Keep in Touch
Beyond the Close
Sample Cold Calling Scripts
Sample Sales Dialogues
Seven Questions You Should Be Able to Answer about Your Prospect Before You Try to Close the Deal
Six Tactical Questions You Should Be Able to Answer about Any Prospect You Plan to Close
Eight Foundation Principles of Effective Negotiating
Eleven Practical Rules for Negotiating the Best Deal
The Sales Negotiation Model
About the Author
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Closing Techniques (That Really Work!)
Stephan Schiffman
Няма достъп - 2009

Често срещани думи и фрази

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Информация за автора (2009)

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.

Библиография

ЗаглавиеClosing Techniques (That Really Work!)
АвторStephan Schiffman
ИздателSimon and Schuster, 2009
ISBN1440520275, 9781440520273
Брой страници160 страници
  
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