Stephan Schiffman's 101 Successful Sales Strategies

Top Techniques to Boost Sales Today

Stephan Schiffman

• Publisher: Adams Media
• Year: 2005
• Topic: Business
• eBook ISBN:
  9781440500879
• Subtopic: Business General
• Index: Business

Believe in the power of miracles...

"A special little book, an antidote to the stress, fury, and unfeelingness of many people's hurried, everyday lives." --Newsday

"Judith Leventhal and Yitta Halberstam amaze and inspire with their incredible-but-true story collections...of wondrous true coincidences." --People

"Small Miracles is a book you'll love and cherish for a long time to come. It will make you aware of similar events that are happening to you--those touches of grace that, when we think to look for them, bless us all." --Belle

Table of contents

• Cover Page
• Title Page
• Copyright
• About the Author
• Contents
• Introduction
• Acknowledgments
• Be Obsessed
• Listen
• Empathize
• Don't See the Prospect as an Adversary
• Don't Get Distracted
• Take Notes
• Follow Up
• Keep in Contact with Past Clients
• Plan the Day Efficiently
• Look Your Best
• Keep Sales Tools Organized
• Take the Prospect's Point of View
• Take Pride in Your Work
• Beware of Trying Too Hard to “Convince”
• Never Underestimate the Prospect's Intelligence
• Keep Up to Date
• Know the Four Steps of a Sale
• Use People Proof
• Act Like an Equal — Because You Are One
• Don't Get Fooled by “Sure Things”
• Don't Take Rejection Personally
• Understand the Importance of Prospecting
• Never Focus on the Negatives
• Get Competitive
• Communicate That You Are a Person to Be Trusted
• Take the Lead
• Engage the Prospect
• Know Why Your Company's No. 1 Account Bought from You
• Handle the Leads That “Fall into Your Lap” with Care
• Know How to Make Your Product or Service Fit Someplace Else
• Pretend That You Are a Consultant — Because You Are
• Ask for the Next Appointment While You Are on the First Visit
• Create a New Plan with Each New Prospect
• Ask for Referrals
• Show Enthusiasm
• Give Yourself Appropriate Credit
• Tell the Truth (It's Easier to Remember)
• Sell Yourself on Yourself — Get Motivated!
• Start Early
• Read Industry Publications (Yours and Your Clients')
• Give Speeches to Business and Civic Groups
• Pass Along Opportunities When Appropriate
• Take Responsibility for Presentations That Go Haywire
• Control the Flow
• Build Leadership Skills
• Prepare for the Objections You'll Hear
• Discover What People Are Communicating Through Their Stories
• Look Honestly at Your Job and Yourself
• Tell Everyone You Meet Who You Work for and What You Sell
• Keep Your Sense of Humor
• Beware of Bad Advice on the Internet
• Use Company Events to Move the Relationship Forward
• Follow the “Yes”
• Know When to Say, “I Didn't Anticipate That”
• Beware of “Casual Friday”
• Ask Key Questions about Your Best Accounts
• Find Out What's Changed
• Use E-mail Intelligently
• When in Doubt, Ask for the Appointment
• Raise Tough Issues Yourself
• Use an Effective Strategy for Getting Return Phone Calls
• Don't Bring Everything!
• Don't “Product Dump”
• Move Beyond “Slapshot”
• Master PIPA — and Learn the Art of Conducting a Great First Meeting
• Review Your Most Important Questions Before the Meeting
• Don't Present Too Early
• Verify Your Information
• Ask Yourself the Right Questions
• Prepare for the Meeting Properly
• Work Your Way up the Ladder
• Get Real — Strategize Two Weeks in Advance
• Don't Get Distracted by “Yes” Answers
• Never Walk Away Without Asking for Some Kind of Action
• Never Make a Presentation You Don't Think Will Close
• Always Have a Backup Plan
• Never Kid Yourself
• Take Immediate Action
• Take Quiet Time to Think
• Seize Opportunities
• Be Punctual
• Return Calls Within Twenty-Four Hours
• See Everyone at Least Once
• Know When to Retreat
• Know How to Develop Interdependent Relationships
• Know When Not to Be Dependent
• Consider Yourself to Be a Messenger of Change
• Prioritize, Don't Apologize
• Notice What's Around You
• Ask about the Cow
• Always Try to Move the Sale to the Next Step
• Replenish Your Prospect Base Intelligently
• Look at the Lights of Two Cars Ahead
• Ask “Does This Make Sense?”
• Put the Prospect's Interests First
• Prospect Effectively
• Follow the Nine Principles of Cold Calling
• Use Fallbacks
• Know Your Ratios
• Don't Try to Close
• Start Making Sense