By Stephan Schiffman
Ebook Date: February 18, 2009
Many salespeople can line up clients, recite the advantages of their services or products, and stir the curiosity in their purchaser. but if it involves truly last the deal, they fail and the sale falls aside. That's the place revenues guru Stephan Schiffman comes in--and saves the sale. during this booklet, Schiffman unearths the pioneering concepts that experience helped greater than part one million salespeople nail the revenues that topic. This publication contains chapters on: the 4 phrases to prevent in the course of conferences; why salespeople shouldn't combine enterprise with excitement; an important notice while final a sale; and dealing latest bills.
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Additional info for Closing Techniques (That Really Work!) (4th Edition)
Example text
Those who insist on thinking things over present to you just one more challenge: to determine whether or not you know why you're there and whether or not you're strong enough to get what you wanted. If you are clear on your calling someone, meeting with someone, making have a big competitive edge over most of the rest of the having a clear agenda is a big step forward! CHAPTER 6 STRATEGY 6: REMEMBERING W H Y Y O U ' R E THERE CHAPTER 7 Strategy 7 Do Expectations G o v e r n Results? t a big surprise discovered many people actually go into situations expecting to lose.
CHAPTER 6 STRATEGY 6: REMEMBERING W H Y Y O U ' R E THERE CHAPTER 7 Strategy 7 Do Expectations G o v e r n Results? t a big surprise discovered many people actually go into situations expecting to lose. My friend Brendan Suhr was an assistant head coach with Chuck Daly in the late 1980s when the Detroit Pistons were dominating the National Basketball Association. When Suhr was asked what the big difference was between the Pistons and other NBA Brendan said that, unlike other organizations he'd been with, everybody with the Pistons genuinely and wholeheartedly expected to win every game.
For the other half hour, I mostly listened to the CEO talk about his problems of the day, expound on his business philosophy, brag about his most recent big deal, and unintentionally tell me exactly what he wanted to hear from me to make our deal. " In 1993, I wrote a small book about this subject: How to Read Anyone's Mind. It has been out of print for years, but now you have it, as a "Bonus Book," at the end of this one. I have added a few updated references but largely preserved the original text as it was.
