Upselling Techniques: That Really Work! [Paperback]

Stephan Schiffman (Author)

Book Description

Publication Date: February 28, 2005

In today's sales environment, upselling is no longer a "nice extra" - for many salespeople, it's become a required part of their sales pitch and is sometimes even built into their quotas. In Upselling Techniques (That Really Work!), Stephan Schiffman provides readers with a complete system for developing and executing successful upselling plans for existing and new accounts without pushing the envelope too far, including useful information that helps salespeople: Increase the size of the average sale; Develop a unique strategic plan for important customers; Position themselves as an irreplaceable business ally; Fend off the competition, hold on to the account...and expand its value over time.

Editorial Reviews

About the Author

Stephan Schiffman, America's leading corporate sales trainer, is the author of dozens of bestselling books, including Cold Calling Techniques (That Really Work!), 5th Edition; and Closing Techniques (That Really Work!), 4th Edition. His clients include Blue Cross Chevron Texaco, Federal Express, IBM, Motorola and Sony.

Product Details

• Paperback: 192 pages
• Publisher: Adams Media (February 28, 2005)
• Language: English
• ISBN-10: 1593372736
• ISBN-13: 978-1593372736
• Product Dimensions: 8.5 x 5.5 x 0.5 inches
• Shipping Weight: 9.1 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #1,298,891 in Books (See Top 100 in Books)
  • #25 in Books > 4-for-3 Books > Business & Investing > Reference > Office Skills
  • #42 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

5 of 5 people found the following review helpful:

4.0 out of 5 stars Insightful!, August 26, 2005

By 

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

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

Like many busy people who need to absorb or teach information in a hurry, Stephan Schiffman never met a bullet point he didn't like. Indeed, his staccato chapters depend on them like a fast food meal needs quick hits of French fries. You probably couldn't present a comprehensive sales training course without mentioning Schiffman, who's been a high-profile sales training leader for more than 20 years. Although his advice is as sound as ever, this book has an episodic structure that seems jumpy. However, the book is written for busy sales professionals, and Schiffman's first rule of sales is to know your audience. Sales executives and business travelers will find this an easy, useful read. Because of its business relevance, we heartily recommend this book to trainers, sales managers and those on the front lines looking for ways to make the most of every deal.

3 of 4 people found the following review helpful:

5.0 out of 5 stars Upselling is more than a 'little extra' ..., December 25, 2006

By 

Thejaswi Muddarangegowda - See all my reviews
(REAL NAME)   

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

The author has given some upselling plans for new and existing accounts in this book. The author talks right from what is upselling to the essential upselling priniciples. Some pointers are given for upselling over the phone and for a face-to-face interview with a cusotmer. If you have some free time this book is worth looking into.

Also recommended: 25 Sales Habits of Highly Successful Salespeople, 25 Most Common Sales Mistakes, The little red book of selling by Jeff Gitomer, Crossing the Chasm, Made in Japan, Marketing Warfare, The World is Flat, Salesmanship, Only the Paranoid Survive.