High Efficiency Selling: How Superior Salespeople Get That Way
Publisher: Simon & Schuster
Date: May 1997
Duration: 2 hours 0 minutes
A Proven Program to Maximize Your Sales.
In this indispensable new guide, sales consultant and America's #1 corporate sales trainer Steve Schiffman reveals the methodology of HIGH-EFFICIENCY SELLING. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestelling author of Cold Calling Techniques (That Really Work!) stakes outs new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and -best of all- increase sales by focusing on:
Attitude - the single most important factor in holding on to customers.
Creating your personal prospecting plan - making the calls, drafting attention and identification statements, delivering the request.
Executing, refining, and developing the cold call.
The ten commandments of contacting target companies.
The tools, questions, and goals you need for an effective client interview.
Simple - and effective - closing techniques.