Closing Techniques: (That Really Work!) (Paperback)

by Stephan Schiffman (Author) "I believe that selling is not complex..." (more)
Key Phrases: interviewing stage, closing techniques, sales cycle, That Really Work (more...)

Editorial Reviews

Product Description
Provides practical advice and the wisdom of experience, to reinforce a common process for the sales professionals and create a sense of real time for closing sales. Softcover. DLC: Selling.

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, and Motorola. He is the president of D.E.I. Management Group and the author of many sales/marketing books, including: Cold Calling Techniques (That Really Work!), The 25 Sales Habits of Highly Effective People, The 25 Sales Strategies That Will Boost Your Sales Today, and many more. --This text refers to the Paperback edition.

Product Details

• Paperback: 141 pages
• Publisher: Adams Media Corporation; 2nd edition (October 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: 3.4 out of 5 stars See all reviews (9 customer reviews)
• Amazon.com Sales Rank: #909,931 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

25 of 27 people found the following review helpful:

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

By	Morris Porter (Boston, Massachusetts) - See all my reviews

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.

6 of 6 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

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.

5 of 6 people found the following review helpful:

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

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

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.