Large Companies, Including Exxonmobil, At & T, And Aetna/ushealthcare, Have Used The Approaches In Sales Don't Just Happen With Outstanding Results. Small And Midsize Businesses, As Well As Entrepreneurs, Have Also Found Schiffman's Highly Motivational How-to-strategies Both Invaluable And Practical. Because Of This Book's Straightforward Style, With Plenty Of Examples, Readers Will Find New Tactics, Conversation-starters, And Practical, Time-tested Advice That Will Win Accounts And Generate Increased Revenue.--jacket. In Which We Learn The Difference Between Selling And Order Taking -- In Which We Find Out Who's Really Playing Ball With Us -- In Which We Learn About The Steps Of The Sales Process -- In Which We Discover The Importance Of Getting On The Other Person's Radar Screen -- In Which We Learn To Aim High -- In Which We Learn The Benefits Of Calling Off-peak -- In Which We Learn The Importance Of Being Specific About What We Want First From The Prospect -- In Which We Find Out How To Make Forward Progress Even When The Prospect Says No -- In Which We Learn How To Make Something Out Of Nothing -- In Which We Learn The Importance Of Getting A Commitment Before We Leave The Meeting -- In Which We Learn To Use Questions To Move The Sales Cycle Forward -- In Which We Find Out New Ways To Wake Up Sleeping Prospects -- In Which We Learn How To Move Up The Ladder -- In Which We Learn The Advantage Of Being Righted -- In Which We Learn What To Do When The Person Won't Give Us The Next Step We Want -- In Which We Learn To Emphasize What We Know, Not What We Show -- In Which We Learn The Ultimate Standard For Finding Out Whether Prospects Have Moved Forward In The Sales Cycle With Us -- In Which We Learn Why It's Important To De-emphasize Prospects Who Exceed Our Typical Selling Cycle -- In Which We Learn Why It's Important To Take It Personally When You Lose A Deal To The Competition -- In Which We Learn To Raise The Tough Issues Ourselves -- In Which We Call In The Cavalry -- In Which We Learn How To Tell Prospects When They Screw Up. Stephan Schiffman. Includes Index.

zlib/no-category/未知 [未知]/Sales Don't Just Happen-26 Proven Strategies to Increase Sales in Any Market-3_6127615.epub

Sales don't just happen : 26 proven strategies to increase sales in any market

Schiffman, Stephan

Stephan Schiffman

Dearborn Financial Publishing, Incorporated

Dearborn Real Estate Education

Mladé letá, spol. s r.o.

Kaplan Publishing

Kaplan Business

United States, United States of America

Chicago, IL, Illinois, 2002

September 16, 2002

Slovakia, Slovakia

PS, 2002

Includes index.

What are the secrets for converting prospects into loyal customers? How can business relationships move to the next level - with more sales closed? This text presents strategies that should guide salespeople to these answers. Schiffman's "noise principle" is basic to finding out quickly whether a business relationship is viable. Readers should learn how to "make noise"--That is, do or say something that requires a response - and identify which relationships are poised to move to the next level. In easy-to-understand terms, Schiffman outlines 26 strategies that should help salespeople get on the radar screen, speed up the selling process, get better information and close more and bigger deals. The book contains many examples and readers should find new tacticsçonversation-starters and pratical advice that is intended to win accounts and generate increased revenue

Sales and motivational trainer Schiffman describes an approach that relies on active selling rather than passive order taking. His 26 strategies for increasing sales include getting the prospect's attention, calling during off-peak hours, emphasizing what you know, and using terminology that gets a positive response. The volume does not contain bibliographical references. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Today's economy makes for a tough selling environment. That shouldn't scare salespeople into holding hands with indecisive prospects, coaxing them along just because they haven't said ""no"". In fact, says Stephan Schiffman, a respected sales prospecting expert, they should be doing just the opposite.

2020-11-03