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Closing Techniques That Really Work!
 
 
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Closing Techniques That Really Work! (Paperback)

by Stephan Schiffman (Author)
5.0 out of 5 stars  See all reviews (4 customer reviews)

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Product details

  • Paperback: 141 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: 5.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon.co.uk Sales Rank: 732,471 in Books (See Bestsellers in Books)

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Product Description

Product Description

The book shows you how to integrate the closing process into a productive, professional sales cycle - and turn prospects into allies, not adversaries.
Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Closing Techniques That Really Work!
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Customer Reviews

4 Reviews
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Average Customer Review
5.0 out of 5 stars (4 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
3 of 3 people found the following review helpful:
5.0 out of 5 stars Packed With Knowledge!, 9 Jun 2004
By Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews
(TOP 50 REVIEWER)    (REAL NAME)   
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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2 of 2 people found the following review helpful:
5.0 out of 5 stars Simply a 'Must' Buy!, 4 Sep 2003
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 1 people found the following review helpful:
5.0 out of 5 stars Packed with Knowledge!, 15 Oct 2003
By Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews
(TOP 50 REVIEWER)    (REAL NAME)   
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
Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)


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Most Recent Customer Reviews

5.0 out of 5 stars 5 Star Common Sense
A perfect companion to Stephen Schiffman's 'Cold Calling Techniques'. The book is fairly short, easy to read, and the methodology first rate. Read more
Published on 4 Sep 2003 by T Farrell

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