By Stephan Schiffman

Booklet Date: February 18, 2009

Many salespeople can line up clients, recite some great benefits of their services or products, and stir the curiosity in their consumer. but if it involves truly last the deal, they fail and the sale falls aside. That's the place revenues guru Stephan Schiffman comes in--and saves the sale. during this booklet, Schiffman unearths the pioneering thoughts that experience helped greater than part one million salespeople nail the revenues that subject. This e-book comprises chapters on: the 4 phrases to prevent in the course of conferences; why salespeople shouldn't combine enterprise with excitement; crucial note while last a sale; and dealing present money owed.

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Additional resources for Closing Techniques (That Really Work!) (4th Edition)

Sample text

If you are average, CCT will be approximately 14 per cent. So where is the rest of your time spent? Again, if you are average, it will be spent on driving, coffee breaks, parking, preparing for meetings, internal meetings and conversation, talking internally, preparing reports for internal use, and of course surfing the internet. Now set yourself a realistic goal. 20 ■ Successful selling skills Now let me warn you. If you increase your CCT, you will absolutely and without question increase your sales and hopefully your income.

The most important objective of this approach is to start a relationship that will eventually lead to a sale. 44 ■ Successful selling skills E-mail This is becoming increasingly intrusive, and I do not recommend the cold approach via e-mail, with the following exception. If you have your contact’s e-mail address you could send the following message: Attention Mary Jones. 00 as we have… that may be of interest to you. The purpose of my telephone call will be to see if we can arrange a 10- or 15-minute meeting at your convenience.

Don’t pounce! I have already said that the majority of us have difficulty with pushy sales people, and there is a balance between pouncing and being hard to get. Remember the role in retail selling is not only to help people choose the right product, but it is also to give them an enjoyable experience. It is of course necessary to make some form of greeting – to acknowledge their presence. ’ Either of the aforementioned gets a better response with the smiling face and the enthusiastic positive tone of voice.

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