The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale Contributor(s): Schiffman, Stephan (Author)

Description

Biographical Note:
Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation’s fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.

Table of Contents:
Introduction — Part I. My Sales Philosophy — 1. Know What You Want Before You Walk in the Door — 2. Prepare Questions Ahead of Time — 3. Ask Six Types of Questions — 4. Be Punctual — 5. Find Out What’s Changed — 6. Use Fallbacks — 7. Don’t Focus on Negatives — 8. Show Your Competitive Spirit — 9. Take Pride in Your Work — 10. Keep Up to Date — Part II. Prospecting for Clients and Expanding your base — 11. Keep Prospecting at the Front of Your Activity — 12. New Leads Mean New Opportunities — 13. Listen, Learn, and Lead — 14. Read Industry Publications — 15. Make a New Plan for Each New Prospect — 16. Find a Compelling Opening Statement — 17. Listen to the Prospect — 18. Make Sure the Prospect Comes First — 19. Understand the Prospect’s Viewpoint — 20. Make Fifteen Cold Calls a Day — 21. Look at Your Numbers — 22. Call from a Script — 23. Master Third-Party and Referral Calls — 24. Use Voice Mail Creatively — 25. Remember Why People Buy — 26. Anticipate Common Responses — 27. Show Enthusiasm — 28. Tell Others Who You Are — 29. Use Company Events to Move the Relationship Forward — 30. Get Prospects to Open Up to You — 31. Give Speeches to Civic and Business Groups — 32. Ask for Referrals — 33. Be a Messenger of Change — Part III. Making the Sale — 34. Plan Your Day Efficiently — 35. Get Organized! — 36. Don’t Product Dump — 37. Know Your Objective — 38. Master PIPA — 39. Communicate Trust — 40. Ask the Right Questions — 41. Give Credit to the Client’s Intelligence — 42. Beware of Bad Assumptions — 43. Raise the Hard Issues Yourself — 44. Develop Conversations, Not Lectures — 45. Don’t Rush — 46. Always Try to Move the Sale to the Next Step — 47. Sell Yourself on Yourself — 48. Know When to Retreat — 49. Know When to Ask for Help — 50. Follow Up the Next Day — Part IV. E-Mail Selling — 51. Setting E-Mail Sales Goals — 52. Craft the Perfect Message — 53. Break Up the Text — 54. Use the Subject Line — 55. Be Careful with Your Signature Line — 56. Develop a Brand with E-Mail — 57. Start an E-Mail Newsletter — 58. Use E-Mails to Spread Information about Your Company — 59. Build Your Website — 60. Start a Blog — 61. E-Mail Selling to Executives — 62. Five E-Mail Mistakes — Part V. Closing The Deal — 63. Ask for the Sale — 64. An Objection Is an Opportunity — 65. Overcome the Money Objection — 66. Overcome I’ll Have to Think about It — 67. Deal with an Outright No — 68. Keep the Closing Positive — 69. Know When to Stop Talking — 70. Be a Leader — 71. Write the Contract — 72. Always Come Back to the Table — 73. Don’t Take It Personally — 74. Win Well, Lose Better — 75. Look Beyond the Close — Conclusion — Appendix A. Sample Cold Calling Scripts — Appendix B. Nine Key Principles of Sales Success — Appendix C. Ten Traits of Successful Salespeople — Appendix D. Seven Questions You Should Be Able to Before You Try to Close the Deal — Appendix E. The Five Stages of the Sales Career — Index.

Contributor Bio:Schiffman, Stephan
Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation’s fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.