Stephan Schiffman, the expert author of many sales titles, supplies a list of focused questions for you to ask during the sales process. He teaches that selling is just that - a process - and that a prospect is someone who is willing to undergo this process with you. Each question assumes that prospects need to "make sense" of the transaction before they will commit to a purchase, including Schiffman’s prime closing query: "It makes sense to me - what do you think?" Therefore, every question is a step on the road to helping the prospect embrace the logic of the deal. Schiffman organizes his questions into six sections beginning with initiating contact and proceeding through the first meeting, scheduling the next step, crafting the presentation, dealing with setbacks and, finally, negotiating the close. The book disperses valuable gems of wisdom between the questions and teaches applicable salesmanship rather than theory. All this makes sense to getAbstract.com. What do you think?
In this summary, you will learn
- How to define and advance the sales process;
- How to ask a series of intelligent questions that lead you and your prospect toward a deal;
- What questions to ask while cold calling, building rapport, gathering information or making a presentation; and 4) How to prepare for setbacks, negotiations and closings.
About the Author
Stephan Schiffman, a leading sales training expert, is the author of multiple bestsellers, including Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work). His list of clients includes many national and international companies.