High-Efficiency Selling

By Stephan Schiffman

Book Overview

A proven program to maximize your sales . . . with a money back guarantee In this indispensable new guide, sales consultant and trainer Steve Schiffman reveals the methodology of high-efficiency selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestselling author of Cold Calling Techniques stakes out new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and--best of all--increase sales by focusing on: Attitude--the single most important factor in holding on to customers. Creating your personal prospecting plan--making the calls, drafting attention and identification statements, delivering the request. Executing, refining, and developing the cold call. The ten commandments of contacting target companies. The tools, questions, and goals you need for an effective client interview. Simple--and effective--closing techniques. "Stephan Schiffman is an internationally recognized sales trainer who speaks my language: practice, prospect, present, progress " --J. Alexander Hill, VP, Sales and Distribution, Nomadic Display. "High-Efficiency Selling can make a believer, and a winner, out of almost anyone " Ken and Darla Dolan, Hosts of the nationally syndicated radio program, "The Dolans" . YOUR MONEY BACK GUARANTEE After completing the program and submitting the practice and tracking materials described in it, the author will refund the purchase price of the book if not completely satisfied (see details inside).

• Format: Paperback
• Language: English
• ISBN: 0471170348
• ISBN13: 9780471170341
• Release Date: April 1997
• Publisher: Wiley
• Length: 269 Pages
• Weight: 0.90 lbs.
• Dimensions: 0.8" x 6.0" x 9.0"

Customer Reviews

The best trainer for corporate sales

Stephan is a master of corporate sales. He boils techniques down to their simplest and most effective structure. Although I'm no longer in corporate sales, I still find his techniques useful.

Asking the Right Questions and Listening!!!

As a sales trainer for Performance Insights, LLC, I have read many books on Sales Training, have seen many Sales Seminars, and listened to many Sales Audio CD and Tape Programs. This is absolutely one of the best! "High Efficiency Selling is essentially cooperative asking-oriented selling that benefits the salesperson and customers he or she meets". This questioning process of General, to Specific to Framed Queries results in "customized glove-fitting formal proposals that have a high likelihood of turning into sales". Follow Stephan Schiffman's directions, do the work, and you will get paid! Buy this book!

invaluable resource for new companies

I'm a partner in a new company and we don't have anybody with sales experience. This book has helped us tremendously. Before reading Schiffman, everything we were doing to try and get sales was wrong! Once we started following his rules we've wound up with more appointments than we can easily handle. In sum, it took us from complete ignorance to a good understand of a system that is easy to use and that respects both the buyer and the seller. I just wish that the idiots who cold-call me at home would read Schiffman!

No magic, just solid techniques

This book focuses on making you a better sales person. There are no bizzare techniques, just solid advice for improving your selling. We are making it required reading for all our salespeople. I hope our competitors don't find out about this book!

single best step-by-step method for sales success

with too many books on sales out there, this is the best---if you do what he says, you will be successful.