The 25 Sales Skills: They Don't Teach at Business School [Paperback]

Stephan Schiffman (Author)

Book Description

Publication Date: April 1, 2002

Top-rated sales trainer Stephan Schiffman delivers the inside scoop on what the professors don't know Stephan Schiffman, top-rated sales trainer in the United States and author of dozens of sales technique books, has a solid reputation for delivering sound business advice in a way that's easy to understand and to the point. Through proven techniques and coaching, he has led thousands of businesses around the world to greater profits and productivity, while training salespeople to be nothing short of top-notch. Now, in the latest book in his successful 25 Sales series, Schiffman provides ready and practical answers to 25 important questions facing the business professional today - questions ranging from simple office etiquette to learning how to recognize and handle a negotiation dead end. Topics include: - How to get prospects to open up to you - The ten most common sales mistakes and how to avoid them - What to do when you are shot down in a sales meeting Every sales professional will find 25 Sales Skills They Don't Teach at Business School indispensable as they learn to present themselves confidently and professionally in every situation, every day.

Editorial Reviews

About the Author

Stephan Schiffman has trained almost 500,000 people at companies such as AT&T. Chemical Bank, Manufacturer's Hanover Trust, and Motorola. He is author of many popular sales books and a sought-after speaker.

Product Details

• Paperback: 128 pages
• Publisher: Adams Media (April 1, 2002)
• Language: English
• ISBN-10: 1580626149
• ISBN-13: 978-1580626149
• Product Dimensions: 7.3 x 4.4 x 0.4 inches
• Shipping Weight: 3.2 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #337,138 in Books (See Top 100 in Books)
  • #11 in Books > 4-for-3 Books > Outdoors & Nature > Hiking & Camping > Walking
  • #16 in Books > 4-for-3 Books > Business & Investing > Marketing & Sales > Sales & Selling > General

More About the Author

Stephan Schiffman has trained more than 500,000 salespeople at such firms as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is president of D.E.I Management Group and the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Terrific Snack-Sized Sales Book, November 3, 2009

By 

Compay (New Orleans, LA) - See all my reviews
(TOP 500 REVIEWER)   

This review is from: The 25 Sales Skills: They Don't Teach at Business School (Paperback)

This book represents exactly what I like in sales reading: substance with little or no fluff. It's a relatively small book that you can finish in the time it takes to do a load of laundry, but some of the suggestions will offer long-term benefits for anyone involved with sales.

Some of the more practical skills involve numbers 4 and 17, which provide useful techniques in allowing a prospective buyer to open up about what might prevent the sale from moving forward. Skill 18 offers a variety of questions that will allow you to better determine what the prospective buyer's needs are, while simultaneously drawing them into a comfort zone. And finally, Skill 21 (Ask Yourself the Right Questions) is one of my personal favorites, as it offers not only ideas for self-reflection, but it also provides me with marketing ideas for other businesses.

The book isn't entirely flawless; a few concepts seem to be tried and tested, yet outdated. Skill 12 (Get More Return Phone Calls) is apparently addressed in another Schiffman book, and I noticed harsh criticism for those techniques by another Amazon reviewer. While one technique of namedropping a competitor while asking for a return call may be effective, I can understand why some people might consider it sneaky.

I'm giving the book Five Stars because it provides more than a few unique and useful tips that have allowed me to improve the likelihood of a sale. For less than seven dollars, it's a terrific value, and a must-have for anyone involved in sales or marketing.

0 of 1 people found the following review helpful:

5.0 out of 5 stars sales skills book review, April 27, 2009

By 

Halloween Baby - See all my reviews

This review is from: The 25 Sales Skills: They Don't Teach at Business School (Paperback)

This was a terrific book to reinforce the common sense people skills we sometimes overlook in sales. It brings home the message of not "selling" but helping your customers.

1 of 5 people found the following review helpful:

4.0 out of 5 stars It is not excellent@but very good., July 3, 2007

By 

K. ARAI "teacher" (Farmington MI USA) - See all my reviews
(REAL NAME)   

This review is from: The 25 Sales Skills: They Don't Teach at Business School (Paperback)

I used it as a text of the seminar for the salesman in my company.

It is easy to understand the content concisely.

All content is content as the reconfirmation.