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" The 25 sales habits of highly successful salespeople / "
Stephan Schiffman.
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BL
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| Record Number
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1007274
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b761644
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| Main Entry
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Schiffman, Stephan.
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| Title & Author
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The 25 sales habits of highly successful salespeople /\ Stephan Schiffman.
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| Edition Statement
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3rd ed.
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| Publication Statement
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Avon, Mass. :: Adams Media,, ©2008.
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| Series Statement
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Schiffman's 25 sales series
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| Page. NO
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1 online resource (xv, 109 pages).
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| ISBN
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1440501122
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: 9781440501128
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1598697579
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9781598697575
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| Contents
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Cover; Book Title; Copyright; Dedication; Contents; Acknowledgments; Introduction to the Third Edition; Introduction; Habit #1 If it doesn't work, fix it; Habit #2 Communicate the message that it is sound business to trust you; Habit #3 Ask the right questions; Habit #4 Take the lead; Habit #5 Listen, learn, and lead; Habit #6 Engage the prospect; Habit #7 Find key requirements; Habit #8 Know the sales timetable; Habit #9 Convert the leads that "fall into your lap"; Habit #10 Know how to make your product or service fit somewhere else; Habit #11 Pretend you're a consultant (because you are).
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Habit #12 Ask for the next appointment while you're on the first visitHabit #13 Take notes; Habit #14 Create a plan with each new prospect; Habit #15 Ask for referrals; Habit #16 Show enthusiasm; Habit #17 Give yourself appropriate credit; Habit #18 Tell the truth (it's easier to remember); Habit #19 Sell yourself on yourself; Habit #20 Start early; Habit #21 Read industry publications (yours and your clients'); Habit #22 Support your visit the next day; Habit #23 Give speeches to business and civic groups; Habit #24 Pass along opportunity when appropriate.
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Habit #25 Take responsibility for presentations that go haywireBonus Habits; Quick Reference Summary; About the Author.
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| Abstract
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Annotation "Steve Schiffman is a great source of practical, real-life, results-oriented insights. You can read his books again and again."--Patricia C. Simpson, Vice President, Chemical Bank"Steve's techniques are practical, relevant, and easy to apply. Read this book and put his ideas to use."-Andrea Becker-Arnold, Director, Corporate Sales Training, U.S. HealthcareNow you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar. Schiffman lets you in on the industry's best-kept secrets. Learn how to:Convert leads to salesMotivate yourself and motivate othersGive killer presentationsKeep your sense of humorThis new edition includes:New examples using the latest advances in sales presentation technologyUp-to-date cases of these successful habits in actionFive bonus habits showing readers how to overcome mistakes, set sales timetables, and reexamine processes to shore up weaknessesIf you're a salesperson looking to succeed, this is the book for you!Stephen Schiffmanhas trained more than a half-million salespeople at firms such as AT & T, Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is president of D.E.I. Management Group and the author of such bestselling books asCold Calling Techniques (That Really Work!)andClosing Techniques (That Really Work!). Do you put off until tomorrow what you should do today? Until next week? Until next month? Forever?Don't worry. Help is here. In this quick and practical guide, time management expert Jeff Davidson offers a plan to overcome procrastinators' syndrome once and for all!Davidson shows you how to:Use the computer as a tool to get motivatedMinimize office distractions like noise and co-workersTake on the hard stuff firstBreak through blockage and complete your to-do listWith these sixty practical tips you can get motivated, get organized, and get going-starting now!Jeff Davidsonis the author of numerous books, includingThe 60 Second Self-StarterandThe Complete Idiot's Guide to Managing Your Time, as well as the audiobookThe Power of Simplicity. Davidson, a resident of Chapel Hill, NC, is also a noted professional speaker. Visit his Web site atwww.BreathingSpace.com.
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| Subject
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Selling.
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Success in business, Handbooks, manuals, etc.
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Selling.
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Success in business.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.S333 2008eb
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| Parallel Title
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Twenty-five sales habits of highly successful salespeople
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