Closing Techniques: (That Really Work!)

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Summary: The BOOST you need to get STARTED!
Review: Being new at sales I was floundering without knowing exactly what I was doing right or wrong. Stephan provides a PLAN to try for the next 21 days. He says if you do this plan you will have success. I found the book to be very helpful. I will know by Jan. 31, 2002, if Stephan was right. E-mail me if you want to know, too.

Rating:
Summary: Packed With Knowledge!
Review: Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.

Rating:
Summary: A great tool for the salesman's toolbox
Review: Stephan Sciffman has given people in the sales industry a powerful tool. He explains why so many many sales are blown and the mistakes to avoid. Contrary to popular sales myths, the closing part of the sales cycle is not something to fear. Mr. Schiffman also blows the lid off of the sales garbarge being taught, which is why so many salepeople are given a bum rap. Too many salespeople are taught to fight their prospects, engage in comabatitve selling, and use sales tricks to close sales.

This is horrible and completely unprofessional, and it is counterproductive.

Schiffman teaches you how to professionaly and dillegently work your way through the sales process, which makes closing almost automatic. "It makes sense to me, what do you think?"

This book is well worth the investment, and it will boost your sales. Stephan Schiffman is light years away from all of the other so called sales trainers. If you are interested in boosting your sales, you must read this book.

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Summary: closing techniques that really work - stephan shiffman
Review: This book ought to be in the library of every sales rep, account executive, sales manager and entrepreneur. If you liked Schiffman's first book, Cold Calling Techniques, you'll love this one. Very good hard hitting practical tips to help you go for the close. Schiffman stresses telephone business as before, but this doesn't diminish the effectiveness of his message. If you buy the book, keep it handy and reread it often. Bottom Line: Get this book, it will help you whether you are selling products, services, an idea or a business.