Summary of Closing Techniques

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Closing Techniques book summary
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Rating

9 Overall

10 Applicability

7 Innovation

9 Style


Recommendation

Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer’s needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of déjà vu if you’ve read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. getAbstract.com finds the book’s 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.

In this summary, you will learn

  • How to focus on what makes sense to the buyer;
  • Effective ways to approach a prospect and reply to responses; and
  • How to use cold calling scripts.
 

About the Author

Stephan Schiffman has trained salespeople at major firms, including AT&T Information Systems, Chemical Bank and Manufacturer’s Hanover Trust. He is president of DEI Management Group based in New York City. His previous books on sales include Cold Calling Techniques (That Really Work!) and The 25 Sales Habits of Highly Successful Salespeople.

 

Summary

Getting the Essentials Right
Many sales books give you techniques to convince the prospect to buy, but selling shouldn’t be about convincing anyone. Amateurish techniques that involve manipulating, deceiving or outright lying to your prospects don’t work.

Think of selling...

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