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The 250 Sales Questions to Close the Deal
 
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The 250 Sales Questions to Close the Deal (Paperback)

by Stephan Schiffman (Author)
4.0 out of 5 stars  See all reviews (1 customer review)
RRP: £7.95
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Frequently Bought Together

The 250 Sales Questions to Close the Deal + The 25 Sales Habits of Highly Successful Salespeople + Cold Calling Techniques, 20th Anniversary Edition: That Really Work!
Price For All Three: £13.16

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Product details

  • Paperback: 192 pages
  • Publisher: Adams Media Corporation (29 Jul 2005)
  • Language English
  • ISBN-10: 1593372809
  • ISBN-13: 978-1593372804
  • Product Dimensions: 20.8 x 14 x 1.8 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon.co.uk Sales Rank: 24,666 in Books (See Bestsellers in Books)

    Popular in these categories:

    #8 in  Books > Business, Finance & Law > Sales & Marketing > Sales Techniques
    #30 in  Books > Business, Finance & Law > Sales & Marketing > Brands & Corporate Identity

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Product Description

Product Description

America's No. 1 corporate sales trainer provides 250 questions and answers that help win the deal. Written in the quick, easy, accessible style that has become the trademark of this bestselling author. The book offers an all-new format and a wealth of practical information for newcomers and veterans alike and offers readers cuttingedge sales questions in six core areas: Initiate contact and build rapport; Figure out what the other person does; Help secure a next step with a prospect; Craft the right presentation; Cope with setbacks or obstacles; Negotiate and finalize the best deal


About the Author

Stephan Schiffman - America's No. 1 sales trainer, is the author of dozens of bestselling books, including Cold Calling Techniques (That Really Work!), 5th Edition; and Closing Techniques (That Really Work!), 4th Edition. His clients include AT&T, Blue Cross, Chevron Texaco, Federal Express, IBM and Motorola.

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7 of 7 people found the following review helpful:
4.0 out of 5 stars A simple walk through the sales process, 3 Feb 2006
By Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews
(TOP 50 REVIEWER)    (REAL NAME)   
Stephan Schiffman, the expert author of many sales titles, supplies a list of focused questions for you to ask during the sales process. He teaches that selling is just that – a process – and that a prospect is someone who is willing to undergo this process with you. Each question assumes that prospects need to "make sense" of the transaction before they will commit to a purchase, including Schiffman's prime closing query: "It makes sense to me – what do you think?" Therefore, every question is a step on the road to helping the prospect embrace the logic of the deal. Schiffman organizes his questions into six sections beginning with initiating contact and proceeding through the first meeting, scheduling the next step, crafting the presentation, dealing with setbacks and, finally, negotiating the close. The book disperses valuable gems of wisdom between the questions and teaches applicable salesmanship rather than theory. All this makes sense to us. What do you think?
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