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Closing Techniques That Really Work! Paperback – 30 Sep 1999


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Product details

  • Paperback: 160 pages
  • Publisher: Adams Media Corporation; 2nd Revised edition edition (30 Sep 1999)
  • Language: English
  • ISBN-10: 1580621724
  • ISBN-13: 978-1580621724
  • Product Dimensions: 22 x 14.2 x 1.2 cm
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 1,634,712 in Books (See Top 100 in Books)

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About the Author

Stephan Schiffman has trained more than 500,000 salespeople at firms such as AT&T and Motorola. He is the author of many sales & marketing books including Cold Calling Techniques (That Really Work!), The 25 Most Dangerous Sales Myths (and How to Avoid Them) and many more. --This text refers to an out of print or unavailable edition of this title.

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2 of 3 people found the following review helpful By T Farrell on 4 Sep 2003
Format: Paperback Verified Purchase
This book is simply a common sense approach to 'prospecting'- particularly for business to business sales. Once you have read it you may feel it simply states the obvious, but it takes a book like this, (and an author like Stephen Schiffman), to really bring the purpose and methodology of prospecting into focus. It is fairly short and very easy to read, and if you apply the principles advocated within it, you will improve as a salesman - whether you are a new to the field or a seasoned veteran.
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1 of 2 people found the following review helpful By Rolf Dobelli TOP 500 REVIEWER on 15 Oct 2003
Format: Paperback
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
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3 of 5 people found the following review helpful By Rolf Dobelli TOP 500 REVIEWER on 9 Jun 2004
Format: Paperback
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.
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0 of 1 people found the following review helpful By Gcrikey on 18 Sep 2011
Format: Paperback Verified Purchase
if, like most sales people in their career at some stage or another, you are struggling to close deals then the chances are that you haven't qualified the opportunity thoroughly, are not communicating the value of your proposition or aren't speaking to the right people... THERE ARE NO MAGIC BULLETS - all the closing techniques in the world wont help - go back to the basics, learn to question and learn to communicate value - this book will not help you in the slightest.
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1 of 3 people found the following review helpful By T Farrell on 4 Sep 2003
Format: Paperback Verified Purchase
A perfect companion to Stephen Schiffman's 'Cold Calling Techniques'. The book is fairly short, easy to read, and the methodology first rate. Read it, then read it again highlighting the main points, and you will have the basis of a 'technique' which every salesman should adopt - putting yourself in the position of consultant whose aim is to simply help the prospect perform their job better. As simple as that!
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