Product Details

• Amazon Sales Rank: #146602 in Books
• Published on: 2009-03-27
• Original language: English
• Number of items: 1
• Binding: Paperback
• 160 pages

Customer Reviews

Packed With Knowledge!
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.

Packed with Knowledge!
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

Simply a 'Must' Buy!
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.