Closing Techniques That Really Work [Paperback]

Stephan Schiffman (Author)

Book Description

Publication Date: November 1999

Closing the sale is the part of the job nearly every salesperson dreads, yet it can actually be the easiest part of the sales cycle. Sales trainer Stephan Schiffman's innovative system makes manipulative tricks and high-pressure techniques obsolete. He shows you how to integrate the closing process into a productive, professional sales cycle -- and turn prospects into allies, not adversaries.

Editorial Reviews

About the Author

Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer?s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and The 25 Sales Habits of Highly Successful Salespeople. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Paperback: 141 pages
• Publisher: Adams Media Corporation; 2nd edition (November 1999)
• Language: English
• ISBN-10: 1580621724
• ISBN-13: 978-1580621724
• Product Dimensions: 8.7 x 5.6 x 0.5 inches
• Shipping Weight: 6.4 ounces
• Average Customer Review: 3.3 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #1,898,824 in Books (See Top 100 in Books)

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

27 of 30 people found the following review helpful:

4.0 out of 5 stars Schiffman Does It Again!, April 23, 2000

By 

mmcporter "mmcporter" (Boston, Massachusetts) - See all my reviews

This review is from: Closing Techniques That Really Work (Paperback)

This book ought to be in the library of every sales rep, account executive, sales manager and entrepreneur. If you liked Schiffman's first book, Cold Calling Techniques, you'll love this one. Very good hard hitting practical tips to help you go for the close. Schiffman stresses telephone business as before, but this doesn't diminish the effectiveness of his message. If you buy the book, keep it handy and reread it often. Bottom Line: Get this book, it will help you whether you are selling products, services, an idea or a business.

7 of 8 people found the following review helpful:

5.0 out of 5 stars A great tool for the salesman's toolbox, November 23, 2002

By 

Bunson Honeydew (White Plains, NY) - See all my reviews
(VINE VOICE)   

This review is from: Closing Techniques That Really Work (Paperback)

Stephan Sciffman has given people in the sales industry a powerful tool. He explains why so many many sales are blown and the mistakes to avoid. Contrary to popular sales myths, the closing part of the sales cycle is not something to fear. Mr. Schiffman also blows the lid off of the sales garbarge being taught, which is why so many salepeople are given a bum rap. Too many salespeople are taught to fight their prospects, engage in comabatitve selling, and use sales tricks to close sales.

This is horrible and completely unprofessional, and it is counterproductive.

Schiffman teaches you how to professionaly and dillegently work your way through the sales process, which makes closing almost automatic. "It makes sense to me, what do you think?"

This book is well worth the investment, and it will boost your sales. Stephan Schiffman is light years away from all of the other so called sales trainers. If you are interested in boosting your sales, you must read this book.

6 of 8 people found the following review helpful:

5.0 out of 5 stars Packed With Knowledge!, June 9, 2004

By 

Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(HALL OF FAME REVIEWER)    (TOP 500 REVIEWER)    (REAL NAME)   

This review is from: Closing Techniques That Really Work (Paperback)

Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.