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Make It Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want Hardcover – August 24, 2000
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Top Customer Reviews
Although there was much good advice in the book, I thought that his descriptions of the psychology of exploring over the telephone setting up a face-to-face meeting was masterful. The book deserves five stars for that section alone!
Basically, he wants you to realize that every objection to having a meeting that you will ever get will come in one of only about a dozen forms. If you think about these objections, you can create a response for each that leads naturally back to your question, 'Are you free to meet with me at 2 p.m. on Wednesday?' He provides a number of useful examples that he uses in his training business to help stimulate your imagination.
I also thought that his advice to leave voice mails where you offer to tell the prospect something important about a well-known company (that happens to be your customer and has agreed to be a reference) is likely to make it easier to make the initial telephone contact.
Depending on the type of customer you deal with, you may need to soften or harden the method he describes, but the basic concept of being focused on getting the meeting first is a very good one. By asking people to commit to action, you tell whether you are creating a live relationship or not. If not, ask 'why not?' and learn something.Read more ›
Most Recent Customer Reviews
Professionals need to resharpen their tools every so often, and Schiffman's book is a good way for a sales professional to reharpen their's. Read morePublished on October 17, 2008 by Gary A. Camarano
This is one of my favorite motivational books - easy to read in small steps - each chapter filled with ideas that will immediately give you at least a few specific actions that... Read morePublished on September 17, 2007 by Kelvin D. Meeks
I ordered the download version from Amazon. What hell!! I could be out my money too - unless my credit card company will refund my money. Read morePublished on March 1, 2004 by SW Florida Realtor
I have read a lot of Stephan Schiffman's books. This one is a great guide for keeping you focused on what really matters - getting the sale (or at least the next action). Read morePublished on November 23, 2003 by Bunson Honeydew
Good information and insight into how to get through to key people and, then, how to get your point across. If you've read other books on the subject, this is redundant. Read morePublished on March 26, 2002 by Craig Schwartz
Many people seem to have talent and still fail in sales and in business. Make It Happen Before Lunch is truly a guide about execution. Read morePublished on December 9, 2000 by Arturo M. Jackson