In this excellent short handbook, the prolific author Stephan Schiffman, widely recognized for his sales expertise, outlines his selling approach, which relies more on asking and listening than on pressuring a prospect toward a close. Schiffman says it’s time to break with traditional sales techniques. He provides a host of questions that a good salesperson should always ask, and warns you about which questions you should never ask. If you are tired of sales guides that rehash the same old song-and-dance about finding problem points and pain, and convincing the prospect to adopt your solution, getAbstract.com recommends this book for a refreshing change.
In this summary, you will learn
- How to sell by asking questions and listening carefully to the answers;
- Which six questions a good salesperson should always ask; and
- How interviewing will help you to achieve sales.
About the Author
Stephan Schiffman, a corporate sales trainer, is the author of dozens of bestselling books. He is the president of D.E.I. Management Group.