The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale
Publication Date: December 18, 2012
The secrets of breakout selling!
Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as:
- Sales don't happen unless questions are asked.
- An objection is an opportunity in disguise.
- A salesperson's responsibility is to help the client solve a problem.
- No one ever made a good sale by interrupting a client.
Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!
is that a good widget system here could be worth looking at, though. You: Okay. Now, I’m curious. Does your production department foresee about the same level of work in the next six to twelve months as it’s doing right now? Or more? Or less? Mr. Prospect: Funny you should ask about that. I was just talking to Roger Gardner over in production this morning, and he’s a little concerned about how they’re going to meet the targets for the next two quarters. And given that information, you should
the status of forthcoming orders. As it happened, this rep’s whole approach to customers was flip, glib, and, on the whole, disrespectful. My guess is that she herself was not completely honest in dealing with her prospects. Is it any wonder she got bad information back from them? As long as you and your prospect, working together, can define the problem to a degree sufficient for you to be of help, the prospect is quite intelligent enough. Your goal is not to dwell on what you consider to be
message the moment he or she finds a minor writing error in it. (This is another reason to keep the message short, by the way—fewer possibilities for error.) Sales Technique #53 Break Up the Text Here’s a template for a basic format of an effective person-to-person e-mail message. This is a good model—but not the only possible model. It’s a sound approach to a “basic” e-mail message that focuses on a Next Step. Notice that its subject line connects to a date that coincides with the next step
heading that focuses on a specific date within the next two weeks will probably have more interest than something that does not. Here is another heading that works: Subject: Joe Clark This subject line is a good one to use when Joe Clark is someone known to both the sender and the recipient of the message. If Joe Clark is a personal acquaintance of the person I am trying to reach out to, this is almost a guarantee that the recipient is going to open the message and see what I have to say
your formal sales proposal in concert with the prospect, you should use the full-fledged “Mr.-Prospect-I’m-genuinely-surprised-please-tell-me-what-went-wrong” technique only when you receive an outright “No.” This will be quite rare, but you should be prepared for it. The best approach to an outright, no-daylight rejection following your proposal is simple: take responsibility. Find out what you did wrong. After all, if your prospect, after working with you to isolate all the issues and