Quantity:

Express Checkout with PayPhrase

What's this? | Create PayPhrase

More Buying Choices

51 used & new from $0.56

Have one to sell? Sell yours here

Share with Friends

Share your own customer images

Search inside another edition of this book

Tell the Publisher! I�d like to read this book on Kindle Don�t have a Kindle? Get your Kindle here.

Closing Techniques: That Really Work (Paperback)

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

3.4 out of 5 stars See all reviews (9 customer reviews)

List Price:	$9.95
Price:	$8.28 & eligible for FREE Super Saver Shipping on orders over $25. Details
You Save:	$1.67 (17%)
	Special Offers Available
	o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o

In Stock.
Ships from and sold by Amazon.com. Gift-wrap available.

Want it delivered Tuesday, November 10? Choose One-Day Shipping at checkout. Details

22 new from $0.79 29 used from $0.56

Formats		Amazon Price	New from	Used from
Paperback $8.28 In Stock. Published May 5, 2004	Paperback, May 5, 2004	$8.28	$0.79	$0.56
	See # more paperbacks
	Show fewer paperbacks

Frequently Bought Together

Price For All Three: $25.18

Show availability and shipping details

This item: Closing Techniques: That Really Work by Stephan Schiffman
In Stock.
Ships from and sold by Amazon.com.
Eligible for FREE Super Saver Shipping on orders over $25. Details
Cold Calling Techniques: That Really Work by Stephan Schiffman
In Stock.
Ships from and sold by Amazon.com.
Eligible for FREE Super Saver Shipping on orders over $25. Details
The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman
In Stock.
Ships from and sold by Amazon.com.
Eligible for FREE Super Saver Shipping on orders over $25. Details

Special Offers and Product Promotions

This item is eligible for our 4-for-3 promotion. Eligible products include select Books, Single Copy Magazines, and Home & Garden items. Buy any 4 eligible items and get the lowest-priced item free. Here's how (restrictions apply)

Over a hundred thousand items are eligible for our 4-for-3 promotion. How do I find more eligible items?

Customers Who Bought This Item Also Bought

The 25 Sales Habits of Highly Successful Salespeople

by Stephan Schiffman

3.8 out of 5 stars (28) $6.95

The 25 Most Common Sales Mistakes: . . . And How to Avoid Them

by Stephan Schiffman

4.2 out of 5 stars (12) $7.95

Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition

by Stephan Schiffman

4.5 out of 5 stars (2) $9.95

E-Mail Selling Techniques: That Really Work

by Stephan Schiffman

2.5 out of 5 stars (2) $9.95

The 250 Sales Questions To Close The Deal

by Stephen Schiffman

3.5 out of 5 stars (2) $9.95

› Explore similar items

Editorial Reviews

Product Description

In this groundbreaking book, America’s #1 corporate sales trainer proves to readers that closing does not have to be the most difficult part of the sale. In the third edition of Closing Techniques (That Really Work!), Stephan Schiffman takes a fresh and effective perspective on closing. Closing is not a battle—it’s an art form. This informative guide provides salespeople with innovative techniques that make the old closing tricks seem obsolete.

Armed with field-tested techniques and expert advice, readers learn to throw down their swords and integrate the closing process into a professional, productive sales cycle that turns prospects into allies—not adversaries. Completely revised and updated, Closing Techniques helps salespeople:

· Develop a strong opening and closing
· Know the customer
· Keep it simple
· Set objectives for in-person sales meetings

Also featuring sample cold calling scripts and sales dialogues to help hone and sharpen closing skills, Closing Techniques is sure to remain an indispensable closing tool for salespeople worldwide.

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.

Product Details

Paperback: 160 pages
Publisher: Adams Media; 3 Rev Upd edition (May 6, 2004)
Language: English
ISBN-10: 1580628575
ISBN-13: 978-1580628570
Product Dimensions: 8.3 x 5.4 x 0.6 inches
Shipping Weight: 7 ounces (View shipping rates and policies)

Average Customer Review: 3.4 out of 5 stars See all reviews (9 customer reviews)

Amazon.com Sales Rank: #719,235 in Books (See Bestsellers in Books)

Would you like to update product info or give feedback on images?

More About the Author

Discover books, learn about writers, read author blogs, and more.

› Visit Amazon's Stephan Schiffman Page

Inside This Book (learn more)
Browse and search another edition of this book.

First Sentence:
I believe that selling is not complex. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
interviewing stage, closing techniques, sales cycle, many salespeople, interview stage, most salespeople

Key Phrases - Capitalized Phrases (CAPs): (learn more)
That Really Work

New!
Books on Related Topics | Concordance | Text Stats

Citations (learn more)

This book cites 2 books:

Cold Calling Techniques (That Really Work!) by Stephan Schiffman in Back Matter (1), and Back Matter (2)
Closing Techniques: That Really Work by Stephan Schiffman in Front Matter (1), and Front Matter (2)

10 books cite this book:

Cold Calling Techniques (That Really Work!) by Stephan Schiffman in Front Matter, and Back Matter
Power Sales Presentations: Complete Sales Dialogues for Each Critical Step of the Sales Cycle by Stephan Schiffman in Front Matter, and Back Matter
The 25 Sales Skills: They Don't Teach at Business School by Stephan Schiffman in Front Matter
Upselling Techniques: That Really Work! by Stephan Schiffman in Back Matter
Stephan Schiffman's Telemarketing by Stephan Schiffman in Back Matter

See all 10 books citing this book

Books on Related Topics (learn more)

The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman

Discusses:

Advanced Selling Strategies by Brian Tracy

Discusses:

Red-Hot Cold Call Selling by Paul S. Goldner

Discusses:

Cold Calling Techniques that Really Work! by Stephan Schiffman

Discusses:

What Do Customers Ultimately Buy After Viewing This Item?

	60% buy the item featured on this page: Closing Techniques: That Really Work 3.4 out of 5 stars (9) $8.28
	22% buy Cold Calling Techniques: That Really Work 3.9 out of 5 stars (63) $9.95
	7% buy The 25 Sales Habits of Highly Successful Salespeople 3.8 out of 5 stars (28) $6.95
	7% buy The 25 Most Common Sales Mistakes: . . . And How to Avoid Them 4.2 out of 5 stars (12) $7.95

Explore similar items

Suggested Tags from Similar Products

(What's this?)

Be the first one to add a relevant tag (keyword that's strongly related to this product).

sales(11)

cold calling(8)

phone sales(6)

selling(5)

business(4)

marketing(4)

telemarketing(4)

phone(3)

telesales(3)

referrals(3)

prospecting(2)

Sell a Digital Version of This Book in the Kindle Store

If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store. Learn more

Customer Reviews

9 Reviews

5 star:		(4)
4 star:		(1)
3 star:		(0)
2 star:		(3)
1 star:		(1)

Average Customer Review

3.4 out of 5 stars (9 customer reviews)

Share your thoughts with other customers:

Create your own review

Most Helpful Customer Reviews

26 of 28 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.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

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

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.

Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)

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)

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.

Comment Comment (1) | Permalink | Was this review helpful to you? Yes No (Report this)

Share your thoughts with other customers: Create your own review

› See all 9 customer reviews...

Most Recent Customer Reviews

2.0 out of 5 stars More of the same
Why do I buy these books? More of the same "sales strategy" books. If you've read one you've read them all.

Published 12 months ago by R. Dufresne

2.0 out of 5 stars Save your money
Very weak book. I got a free copy of the authors Cold Calling book and was extremely impressed, so I decided to check out his other work. Read more

Published on April 22, 2007 by Vlada Vujasinovic

2.0 out of 5 stars Pipe dream sales approach...
Stephan Schiffman covers quite a few strategies for closing the sale in this book but I found it to be lacking. Read more

Published on February 7, 2007 by Bill White

5.0 out of 5 stars Packed with Knowledge!
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... Read more

Published on October 14, 2003 by Rolf Dobelli

5.0 out of 5 stars The BOOST you need to get STARTED!
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. Read more

Published on December 24, 2002 by wdmmltdii

1.0 out of 5 stars closing techniques that really work - stephan shiffman
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. Read more

Published on April 3, 2002

› See all 9 customer reviews...

.jsOffDisplayBlock { display: block; } .jsOffDisplayInline { display: inline; } .jsOffVisibility { visibility: visible; } .jsOnDisplayBlock { display: none; } .jsOnDisplayNoneBlock { display: block; } .jsOnDisplayNoneInline { display: inline; } .jsOnDisplayInline { display: none; } .jsOnVisibility { visibility: hidden; } .jqOnDisplayBlock { display: none; } .jqOnDisplayInline { display: none; } .jqOnVisibility { visibility: hidden; } .jqOnDisplayNoneBlock { display: block; } .jqOnDisplayNoneInline { display: inline; }