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1 of 1 people found the following review helpful
5.0 out of 5 stars Highly Recommended!, 5 May 2003
By 
Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(TOP 500 REVIEWER)    (REAL NAME)   
This review is from: Sales Don't Just Happen: 26 Proven Strategies to Increase Sales in Any Market (Paperback)
In Sales Don’t Just Happen, Stephan Schiffman, the founder of a fast-growing sales training company, expands on his approach to selling based on developing a proposal that makes sense to the prospect. He fills his book with discussions of the same basic principles he has presented in several other books, though each has its own emphasis, such as cold calling or making a more effective close. Here Schiffman ranges through the four key phases of the sales cycle — prospecting, interviewing, presentation and close — to teach 26 strategies (one main technique per chapter) that push a sale forward. At the end of each chapter, he summarizes how to apply that chapter’s tips. These methods are generally quite useful, though familiar, basic approaches. One warning: if you’ve read Schiffman’s other sales books, you may experience a sense of déjà vu. But otherwise, we from getAbstract recommend this solid manual to any corporate sales rep who makes in-person presentations in quest of large sales.
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5.0 out of 5 stars Highly Recommended!, 9 Jun 2004
By 
Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(TOP 500 REVIEWER)    (REAL NAME)   
This review is from: Sales Don't Just Happen: 26 Proven Strategies to Increase Sales in Any Market (Paperback)
In Sales Don't Just Happen, Stephan Schiffman, the founder of a fast-growing sales training company, expands on his approach to selling based on developing a proposal that makes sense to the prospect. He fills his book with discussions of the same basic principles he has presented in several other books, though each has its own emphasis, such as cold calling or making a more effective close. Here Schiffman ranges through the four key phases of the sales cycle - prospecting, interviewing, presentation and close - to teach 26 strategies (one main technique per chapter) that push a sale forward. At the end of each chapter, he summarizes how to apply that chapter's tips. These methods are generally quite useful, though familiar, basic approaches. One warning: if you've read Schiffman's other sales books, you may experience a sense of déjà vu. But otherwise, we recommend this solid manual to any corporate sales rep who makes in-person presentations in quest of large sales.
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