High Efficiency Selling: How Superior Salespeople Get That Way

Version: Abridged
Author: Stephan Schiffman
Narrator: Stephan Schiffman
Genres: Business & Economics
Publisher: Simon & Schuster
Published In: May 1997
# of Units: 2 CDs
Length: 2 hours
Ratings:
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Overview

A Proven Program to Maximize Your Sales

In this indispensable new guide, sales consultant and America's #1 corporate sales trainer Steve Schiffman reveals the methodology of HIGH-EFFICIENCY SELLING. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestelling author of Cold Calling Techniques (That Really Work!) stakes outs new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term 'fit' with customers, and -best of all- increase sales by focusing on:

Attitude - the single most important factor in holding on to customers

Creating your personal prospecting plan - making the calls, drafting attention and identification statements, delivering the request

Executing, refining, and developing the cold call

The ten commandments of contacting target companies

The tools, questions, and goals you need for an effective client interview

Simple - and effective - closing techniques

Reviews (2)

Good Approach to Selling

Written by Anonymous on July 10th, 2007

  • Book Rating: 3/5

Very helpful information. Great approach to selling. At times a was a little lost regarding the organization of the book. It is worthwhile and I would recommend.

Just OK

Written by Anonymous on January 6th, 2007

  • Book Rating: 3/5

This is an ok rental, order if nothing great is available. Schiffman shares some good ideas, but frequently lost my attention with his quirky style and acronyms.

Author Details

Author Details

Schiffman, Stephan

Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and The 25 Sales Habits of Highly Successful Salespeople.