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The Ultimate Book of Sales Techniques

75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale

By: Stephan Schiffman

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Paperback | 18 January 2013

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Paperback
224 Pages

Dimensions(cm)
21.43 x 13.97 x 1.78

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$35.75

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Master proven sales techniques and outperform the competition with The Ultimate Book of Sales Techniques—your go-to guide for cold calling, lead generation, closing the sale, and building long-term client relationships.

The secrets of breakout selling!

Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as:

Sales don't happen unless questions are asked.
An objection is an opportunity in disguise.
A salesperson's responsibility is to help the client solve a problem.
No one ever made a good sale by interrupting a client.

Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!

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Published: 18th December 2012

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Introduction	p. 13
My Sales Philosophy	p. 19
Know What You Want Before You Walk in the Door	p. 20
Prepare Questions Ahead of Time	p. 21
Ask Six Types of Questions	p. 23
Be Punctual	p. 27
Find Out What's Changed	p. 29
Use Fallbacks	p. 31
Don't Focus on Negatives	p. 33
Show Your Competitive Spirit	p. 35
Take Pride in Your Work	p. 37
Keep Up to Date	p. 39
Prospecting for Clients and Expanding your base	p. 41
Keep Prospecting at the Front of Your Activity	p. 42
New Leads Mean New Opportunities	p. 44
Listen, Learn, and Lead	p. 45
Read Industry Publications	p. 47
Make a New Plan for Each New Prospect	p. 48
Find a Compelling Opening Statement	p. 49
Listen to the Prospect	p. 51
Make Sure the Prospect Comes First	p. 53
Understand the Prospect's Viewpoint	p. 54
Make Fifteen Cold Calls a Day	p. 56
Look at Your Numbers	p. 58
Call from a Script	p. 59
Master Third-Party and Referral Calls	p. 60
Use Voice Mail Creatively	p. 64
Remember Why People Buy	p. 68
Anticipate Common Responses	p. 70
Show Enthusiasm	p. 74
Tell Others Who You Are	p. 76
Use Company Events to Move the Relationship Forward	p. 78
Get Prospects to Open Up to You	p. 80
Give Speeches to Civic and Business Groups	p. 82
Ask for Referrals	p. 84
Be a Messenger of Change	p. 86
Making the Sale	p. 89
Plan Your Day Efficiently	p. 90
Get Organized!	p. 92
Don't Product Dump	p. 93
Know Your Objective	p. 95
Master PIPA	p. 97
Communicate Trust	p. 101
Ask the Right Questions	p. 103
Give Credit to the Client's Intelligence	p. 106
Beware of Bad Assumptions	p. 108
Raise the Hard Issues Yourself	p. 110
Develop Conversations, Not Lectures	p. 112
Don't Rush	p. 114
Always Try to Move the Sale to the Next Step	p. 116
Sell Yourself on Yourself	p. 119
Know When to Retreat	p. 121
Know When to Ask for Help	p. 124
Follow Up the Next Day	p. 127
E-Mail Selling	p. 129
Setting E-Mail Sales Goals	p. 130
Craft the Perfect Message	p. 131
Break Up the Text	p. 133
Use the Subject Line	p. 135
Be Careful with Your Signature Line	p. 138
Develop a Brand with E-Mail	p. 140
Start an E-Mail Newsletter	p. 141
Use E-Mails to Spread Information about Your Company	p. 143
Build Your Website	p. 145
Start a Blog	p. 147
E-Mail Selling to Executives	p. 149
Five E-Mail Mistakes	p. 152
Closing The Deal	p. 157
Ask for the Sale	p. 158
An Objection Is an Opportunity	p. 161
Overcome the Money Objection	p. 164
Overcome "I'll Have to Think about It"	p. 166
Deal with an Outright "No"	p. 168
Keep the Closing Positive	p. 169
Know When to Stop Talking	p. 170
Be a Leader	p. 172
Write the Contract	p. 175
Always Come Back to the Table	p. 177
Don't Take It Personally	p. 180
Win Well, Lose Better	p. 182
Look Beyond the Close	p. 185
Conclusion	p. 187
Sample Cold Calling Scripts	p. 189
Nine Key Principles of Sales Success	p. 193
Ten Traits of Successful Salespeople	p. 199
Seven Questions You Should Be Able to Before You Try to Close the Deal	p. 203
The Five Stages of the Sales Career	p. 207
Index	p. 211
Table of Contents provided by Ingram. All Rights Reserved.

The Ultimate Book of Sales Techniques

75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale

At a Glance

Paperback

Shipping

How to return your order

Defective items

You Can Find This Book In

Other Editions and Formats

ePUB

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