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Closing Techniques: (That Really Work!) | 
 enlarge | Author: Stephan Schiffman
Publisher: Adams Media Corporation
Category: Book
List Price: £7.99
Buy New: £2.61
You Save: £5.38 (67%)
New (17) Used (9) from £0.99
Avg. Customer Rating:  4 reviews
Sales Rank: 169007
Media: Paperback
Edition: 3rd Revised edition
Number Of Items: 1
Pages: 160
Shipping Weight (lbs): 0.4
Dimensions (in): 8.3 x 5.4 x 0.6
ISBN: 1580628575
Dewey Decimal Number: 658.85
EAN: 9781580628570
ASIN: 1580628575
Publication Date: August 27, 2004
Availability: Usually dispatched within 1-2 business days
Shipping: International shipping available
Condition: Brand New. Shipped from UK Mainland. Delivery is usually 4 - 5 working days from order by Royal Mail, International Delivery is by Airmail.
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| Customer Reviews:
Packed With Knowledge! June 10, 2004
2 out of 2 found this review helpful
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! October 15, 2003
1 out of 1 found this review helpful
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
5 Star Common Sense September 4, 2003
A perfect companion to Stephen Schiffman's 'Cold Calling Techniques'. The book is fairly short, easy to read, and the methodology first rate. Read it, then read it again highlighting the main points, and you will have the basis of a 'technique' which every salesman should adopt - putting yourself in the position of consultant whose aim is to simply help the prospect perform their job better. As simple as that!
Simply a 'Must' Buy! September 4, 2003
1 out of 1 found this review helpful
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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