Cover image for The 25 sales strategies for maximum results
The 25 sales strategies for maximum results
Schiffman, Stephan.
Personal Author:
Publication Information:
Holbrook, MA : Adams Media, 1999.
Physical Description:
128 pages ; 19 cm
Format :


Call Number
Material Type
Home Location
Item Holds
HF5438.25 .S3334 1999 Adult Non-Fiction Central Closed Stacks

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Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, direct, easy-to-apply sales advice that has helped thousands of businesses around the world. He reveals 25 new sales-building strategies that he's developed and tested during his years of training top-notch salespeople. Put these effective, yet simple, strategies to work for you!

Author Notes

Stephan Schiffman is the founder of D.E.I. Management Group, which has become one of the nation's fastest growing sales training organizations. Since 1979, D.E.I has trained more than half a million professionals through seminars, workshops, and lectures. He is a frequent guest on national radio and television shows.

Table of Contents

Acknowledgmentsp. 8
Introductionp. 9
Strategy #1 Take Immediate Actionp. 15
Strategy #2 Take Quiet Time to Thinkp. 20
Strategy #3 Seize Opportunitiesp. 24
Strategy #4 Be Punctualp. 30
Strategy #5 Return Calls within Twenty-four Hoursp. 33
Strategy #6 See Everyone at Least Oncep. 37
Strategy #7 Know When to Retreatp. 41
Strategy #8 Know When to Ask for Helpp. 48
Strategy #9 Know How to Develop Interdependent Relationshipsp. 53
Strategy #10 Know When Not to Be Dependentp. 58
Strategy #11 Consider Yourself to Be a Messenger of Changep. 62
Strategy #12 Evaluate Effectivelyp. 65
Strategy #13 Observep. 68
Strategy #14 Ask the Right Questionsp. 71
Strategy #15 Always Try to Move the Sale to the Next Stepp. 78
Strategy #16 Understand the Underlying Purposes of the Stories You Hearp. 86
Strategy #17 Follow Throughp. 89
Strategy #18 Develop Disciplined, Flexible Planning Skillsp. 92
Strategy #19 Look at the Lights of Two Cars Aheadp. 98
Strategy #20 Ask, "Does this Make Sense?"p. 101
Strategy #21 Put the Prospect's Interests Firstp. 105
Strategy #22 Work with Prospects and Customers to Develop New Applicationsp. 108
Strategy #23 Use Fallbacksp. 111
Strategy #24 Prospect Effectivelyp. 117
Strategy #25 Keep the Closing Phase Simplep. 122