Product Description: Explains how to start and run a consulting business, from dealing with common problems to setting rates and writing proposals. (view table of contents, read Amazon.com's description)

Describes types of calls, offers advice on developing a successful call format, and answers common questions about telemarketing

A helpful guide for salespeople explains how to make appointments, find the proper decision maker, generate leads, and increase sales.

Explains the selling process, suggests specific ideas to improve the closing process, and argues that sales personnel should rexamine their relationship with the sales prospect

Sales

Product Description: A Proven Program to Maximize Your Sales In this indispensable new guide, sales consultant and America's #1 corporate sales 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 long-term business partnerships...read more

Product Description: LEARN THE SALES SECRETS THAT GET RESULTS! 25 Years Secrets of Highly Successful Salespeople is a must-listen for all salespeople. Stephan Schiffman, America's Number One Corporate Sales Strategist and President of D.E.I. Management Group, an international sales training and consulting firm, shares with you the 25 traits that will distinguish you as a high efficiency salesperson...read more

The author of Cold Calling Techniques (That Really Work) provides entrepreneurs with innovative strategies for building a prosperous business, shepherding readers through four key stages, from 'starting out' to 'growing up,' to success. (view table of contents)

The author of Cold Calling Techniques (That Really Work) provides entrepreneurs with innovative strategies for building a prosperous business, shepherding readers through four key stages, from 'starting out' to 'growing up,' to success. Read by Stephan Schiffman. Simultaneous.

The author of Cold Calling Techniques (That Really Work) provides entrepreneurs with innovative strategies for building a prosperous business, shepherding readers through four key stages, from 'starting out' to 'growing up,' to success. Reprint.

Product Description: MAKE SURE YOUR FIRST CALL ISN'T YOUR LAST! Everyone in sales knows how to sell -- if they can get to the buyer. But in today's selling climate, the road between seller and buyer is frequently blocked with layer after layer of objections, distractions and delays...read more

Product Description: Top-rated sales trainer Stephan Schiffman delivers the inside scoop on what the professors don't knowStephan Schiffman, top-rated sales trainer in the United States and author of dozens of sales technique books, has a solid reputation for delivering sound business advice in a way that's easy to understand and to the point...read more

Product Description: Turn prospects into revenue with a proven program from the nation's leading sales prospecting expert.There is a crisis undermining American business: Salespeople are wasting time with people who don't know what they want to buy, aren't really interested in buying, or have no authority to buy...read more (view table of contents, read Amazon.com's description)

Product Description: An acknowledged sales pro reveals practical strategies and tried-and-true techniques for converting prospects into customers. What are the secrets for converting prospects into loyal customers? How do you take your business relationships to the next level—so you close more sales? Author Stephan Schiffman, one of the nation’s leading sales trainers, presents strategies that guide sales professionals to these answers...read more (view table of contents, read Amazon.com's description)

Includes definitions for an A to Z list of business terms that should be familiar to all potential entrepreneurs.

Product Description: Written especially for sales managers, Stephan Schiffman's "The No. 1 Sales Team" delivers surefire strategies to coach and manage any sales team to achieve maximum results. Renowned sales guru, Schiffman offers up-to-date, expert advice that can benefit all managers, regardless of experience or background, including how to: set the right goals for their teams; reduce turnover; and make the most out of valuable resources...read more

Explains how to make effective sales calls, discusses the importance of preparation, and describes ways to overcome objections, measure progress, and increase sales.

Product Description: As the marketplace gets younger, salespeople who excelled in the game before the advent of Google, IM, and the Blackberry need a boost. This book is the perfect resource for the older salesperson who wants to regain his or her competitive edge in the marketplace...read more

Product Description: Some people are born to sell. Stephan Schiffman is not one of those people. But he is one of the best salespeople around? because he patiently and carefully trained himself to watch born salespeople and learn how they did it. Now this acclaimed sales guru passes these secrets of successful selling on to you: Attitude is moneyRight attitude, right lookWarming up to cold callingGetting the appointmentClosing the dealIf you follow Stephan Schiffman?s winning formula, you can discover the right words and the right approach because you?ve not only learned to sell?you?ve learned to sell like the best...read more

"Sales Presentation Techniques (That Really Work!)" discusses the role of presentations in today's sales model, and advises salespeople when to go for the flashy presentation, and when to keep it simple and straightforward. Sales guru Stephan Schiffman explains the dos and don'ts of PowerPoint, and how to prepare for any surprises during the pitch. He details the steps a salesperson must take when presenting to individuals vs. committees, and establishes how to maintain and grow client relationships. In this step-by-step guide to making an effective presentation as part of a successful sales cycle, a salesperson will learn: why it's impossible to script a presentation, and what to do instead; seven things that must be done before ANY presentation; the art of knowing when to deviate from an outline; and, how to follow through after the presentation - and close the deal.

America's number one corporate sales trainer delivers a comprehensive system for developing and implementing vital upselling techniques and plans, with ideas and tips on increasing the size of an average sale, fending off the competition, and more. Original.

If you’ve got ten minutes a day, you can make a telesales breakthrough! By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman’s Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one. Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance. He knows exactly what works and doesn’t, and in this completely revised second edition, he shares with you all of his insider’s secrets, including how to: ·Master the five ways you can increase your income ·Track your numbers . . . and use them to your advantage ·Evaluate your performance effectively . . . so you hit your own goals ·Gain control of the call ·Leave effective phone messages ·Use "how" and "why" questions to your advantage ·Learn what’s going on in the prospect’s world ·Understand the four types of negative responses . . . and find out how to get past each one ·Turn small adjustments in your performance into large income gains By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can’t afford not to have these tools in your sales arsenal!

"Steve Schiffman is a great source of practical, real-life, results-oriented insights. You can read his books again and again."-Patricia C. Simpson, Vice President, Chemical Bank"Steve's techniques are practical, relevant, and easy to apply. Read this book and put his ideas to use." -Andrea Becker-Arnold, Director, Corporate Sales Training, U.S. HealthcareNow you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar. Schiffman lets you in on the industry's best-kept secrets. Learn how to:Convert leads to salesMotivate yourself and motivate othersGive killer presentationsKeep your sense of humorThis new edition includes: New examples using the latest advances in sales presentation technologyUp-to-date cases of these successful habits in actionFive bonus habits showing readers how to overcome mistakes, set sales timetables, and reexamine processes to shore up weaknessesIf you're a salesperson looking to succeed, this is the book for you!Stephen Schiffman has trained more than a half-million salespeople at firms such as AT&T, Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is president of D.E.I. Management Group and the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).Do you put off until tomorrow what you should do today? Until next week? Until next month? Forever? Don't worry. Help is here.In this quick and practical guide, time management expert Jeff Davidson offers a plan to overcome procrastinators' syndrome once and for all!Davidson shows you how to:Use the computer as a tool to get motivatedMinimize office distractions like noise and co-workersTake on the hard stuff firstBreak through blockage and complete your to-do listWith these sixty practical tips you can get motivated, get organized, and get going-starting now!Jeff Davidson is the author of numerous books, including The 60 Second Self-Starter and The Complete Idiot's Guide to Managing Your Time, as well as the audiobook The Power of Simplicity. Davidson, a resident of Chapel Hill, NC, is also a noted professional speaker. Visit his Web site at www.BreathingSpace.com.