Customer Reviews

Upselling Techniques: That Really Work!

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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.

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.