The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale
Format: PDF / Kindle (mobi) / ePub
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!
initial meeting with the prospect. Let’s see how the sequence works at the beginning of a meeting. The PIPA Sequence: Roadmap for Great Conversations As a matter of social convention, “icebreaker” questions—questions that help you build rapport and a sense of commonality with the other person—are likely to begin your meeting. Even these kinds of questions can be pointed in a direction that illuminates your prospect’s unique situation. For instance: “I’m just curious, how does someone get to be
your prospects do for a living, and assuming responsibility for delivering results to your customers, no matter what. Prospects can sense when this is what you’re offering, and they like it. A good leader: Has a vision Commands respect Sees the big picture Knows when to change direction Points out problem areas and is ready to discuss solutions Has confidence in both approach and attitude Is accountable All of these traits add up to true trustworthiness. Too many salespeople focus on whether
message is appropriate and properly delivered, the prospect will get it. If it’s not, then no matter how much you talk you won’t be able to overcome that blunder. Sales Technique #70 Be a Leader Throughout the interviewing stage, and certainly before you reach the point at which you’re ready to make a presentation to your prospect, you should solidify your image as a leader. For many salespeople, this seems to get a little tricky, because your aim in the early part of the sales process is to
at the woman by the cash register. “Hi, there,” the woman behind the counter said, smiling. “Hi,” I replied. “Can you show me where to find a $20 clock radio?” Please bear in mind that that really was all I wanted to buy. And yet, at that point in the conversation, something amazing happened. The woman behind the counter said, “Sure. Just out of curiosity, though … what brings you to the store today?” What a great question! She was actually interested in what had recently changed in my life.
Swifty Lazar. His actual name was Irving, but everybody in the business called him Swifty. Swifty Lazar died a number of years ago, but in reading about him, one of the things that struck me was that every single morning, he said he would get up and he would look at his calendar and see what was going to happen that day. And if there was nothing that was going to happen, he made something happen every day … before lunch! And that’s exactly my philosophy—you make something happen every day …