Summary of E-mail Selling Techniques

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Rating

7 Overall

9 Applicability

6 Innovation

7 Style


Recommendation

Obviously, e-mail has changed how people work and communicate. In addition to fighting for a reader’s attention, salespeople also must hope that their e-mail messages arrive in the right in-boxes, dodge the junk mail and spam filters, and attract their recipients. Stephan Schiffman shares common-sense advice about using e-mail as part of the sales process, rather than as a replacement for any other sales step. His short chapters deliver one or two main points for Internet-speed absorption and application. getAbstract recommends this book to the busy salesperson who wants to pick up needed tips with a minimal investment of time.

In this summary, you will learn

  • How to use e-mail in the sales cycle; and
  • What mistakes to avoid when you send e-mail to sales prospects.
 

About the Author

Stephan Schiffman, a corporate sales trainer, is the author of many books about selling, including Cold Calling Techniques (That Really Work!).

 

Summary

Working at Warp Speed
The arrival of e-mail and other technologies drastically changed the sales environment. In the past, salespeople made phone calls, and then met with clients and prospects in person. E-mail changed this process from a handful of face-to-face meetings to a more complex...

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