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Sales Don't Just Happen: 26 Proven Strategies to Increase Sales in Any Market PDF

208 Pages·2002·0.55 MB·English
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Preview Sales Don't Just Happen: 26 Proven Strategies to Increase Sales in Any Market

Also by Stephan Schiffman Getting to “Closed” Cold Calling Techniques (That Really Work) Make It Happen Before Lunch High Efficiency Selling The Consultant’s Handbook The 25 Sales Habits of Highly Successful Salespeople This publication is designed to provide accurate and authoritative informa- tion in regard to the subject matter covered. It is sold with the understand- ing that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional should be sought. Editorial Director: Donald J. Hull Acquisitions Editor: Mary B. Good Senior Project Editor: Trey Thoelcke Interior Design: Lucy Jenkins Cover Design: Scott Rattray Typesetting: Elizabeth Pitts © 2002 by Stephen Schiffman Published by Dearborn Trade Publishing, a Kaplan Professional Company All rights reserved. The text of this publication, or any part thereof, may not be reproduced in any manner whatsoever without written permission from the publisher. Printed in the United States of America 02 03 04 10 9 8 7 6 5 4 3 2 1 Library of Congress Cataloging-in-Publication Data Schiffman, Stephan. Sales don’t just happen : 26 proven strategies to increase sales in any mar- ket / Stephan Schiffman. p. cm. Includes index. ISBN 0-7931-5463-4 1. Selling. 2. Strategic planning. 3. Success in business. I. Title. HF5438.25 .S3346 2002 658.8’1—dc21 2002006509 Dearborn Trade books are available at special quantity discounts to use for sales promotions, employee premiums, or educational purposes. Please call our special sales department, to order or for more information, at 800-621- 9621, ext. 4307,or write to Dearborn Trade Publishing, 30 South Wacker Drive, Suite 2500, Chicago, IL60606-7481. To SHS C O N T E N T S ACKNOWLEDGMENTS xi INTRODUCTION xv CHAPTER 1 ...in which we learn the difference between selling and order taking 1 CHAPTER 2 ...in which we find out who’s really playing ball with us 7 CHAPTER 3 ...in which we learn about the steps of the sales process 15 CHAPTER 4 ...in which we discover the importance of getting on the other person’s radar screen 29 CHAPTER 5 ...in which we learn to aim high 41 CHAPTER 6 ...in which we learn the benefits of calling off-peak 49 CHAPTER 7 ...in which we learn the importance of being specific about what we want first from the prospect 53 CHAPTER 8 ...in which we find out how to make forward progress even when the prospect says no 59 CHAPTER 9 ...in which we learn how to make something out of nothing 63 vii viii CONTENTS CHAPTER 10 ...in which we learn the importance of getting a commitment before we leave the meeting 67 CHAPTER 11 ...in which we learn to use questions to move the sales cycle forward 73 CHAPTER 12 ...in which we find out new ways to wake up sleeping prospects 83 CHAPTER 13 ...in which we learn how to move up the ladder 89 CHAPTER 14 ...in which we learn the advantage of being righted 93 CHAPTER 15 ...in which we learn what to do when the person won’t give us the Next Step we want 97 CHAPTER 16 ...in which we learn to emphasize what we know,not what we show 101 CHAPTER 17 ...in which we learn the ultimate standard for finding out whether prospects have moved forward in the sales cycle with us 107 CHAPTER 18 ...in which we learn why it’s important to de-emphasize “prospects”who exceed our typical selling cycle 111 CHAPTER 19 ...in which we learn why it’s important to take it personally when you lose a deal to the competition 115 CHAPTER 20 ...in which we learn to raise the tough issues ourselves 119 CHAPTER 21 ...in which we call in the cavalry 127 CHAPTER 22 ...in which we learn how to tell prospects when they screw up 131 CHAPTER 23 ...in which we learn to use terminology that gets a positive response 135 CHAPTER 24 ...in which we learn how to find out where we really stand in the prospect’s world 139 CHAPTER 25 ...in which we learn to close the sale 143 CONTENTS ix CHAPTER 26 ...in which we learn nine principles for positive change over time 149 APPENDIX A Seventeen Keys to Getting More Appointments 155 APPENDIX B Some Thoughts on Telesales 169 APPENDIX C Ideas for Your Next Step Strategy 177 APPENDIX D Six Effective Negotiation Tactics 179 INDEX 181 ABOUT THE AUTHOR 185

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Most books are stored in the elastic cloud where traffic is expensive. For this reason, we have a limit on daily download.