Customer Reviews

Closing Techniques That Really Work

5 star:		(4)
4 star:		(1)
3 star:		(1)
2 star:		(2)
1 star:		(2)

 

 

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.

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.

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.

Stephan Schiffman covers quite a few strategies for closing the sale in this book but I found it to be lacking. Too much of the same old approaches to selling rather than what works (like profiling your customer by personality and catering your sale to their temperament.) If you've read any of his previous works, you'll find information recycled here.

All the best!
Bill White
[...]

Don't bother, unless you've never made a sale. This is a boring rehash of time-worn techniques. Fortunately, I bought it used, for just a couple bucks.

M. Kohut

There are almost as many books out on sales as there are salesmen, and most sales books, like most salesmen, are average. This book is another in a long series of books where there is little that is objectionable, but unfortunately also very little that is new or some kind of revolutionary breakthrough.

Schiffman's basic premise is that closing is simple, because all along the sales cycle has been preparation made for the close, and thus is comes not as a big emotional shocker to the customer, but as something of an anti-climax, just another part of the meeting you knew well in advance was coming. How to get there, from prospecting to serious interviewing and information gathering through presentation of the sale to the close, is just a logical, step by step advance in getting a deal put together. Much of the details, in fact, according to Schiffman's technique, are in fact put together by the customer for you. Well, sometimes they can and will be, but other times they won't.

This approach works best for relationship sales, much less so for one-call sales, though there are points and principles in common. But the experienced sales hand frankly should already know the outlines of everything in this book. For someone brand new to selling it may be a good start, leavened with experience. But beyond that I cannot honestly say it is more than basic and obvious and almost intuitive selling procedure explained clearly.

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

for a book that claims to be revolutionary Shiffman only restates what what has been written & talked about for years. There is no new or interesting information here. I bought this book to help give some of my sales team some new ideas/or inspiration but there is none to be found here!
This book is too general & patronizing to be of value.

Being new at sales I was floundering without knowing exactly what I was doing right or wrong. Stephan provides a PLAN to try for the next 21 days. He says if you do this plan you will have success. I found the book to be very helpful. I will know by Jan. 31, 2002, if Stephan was right. E-mail me if you want to know, too.

Why do I buy these books? More of the same "sales strategy" books. If you've read one you've read them all.