Summary of The 25 Sales Habits of Highly Successful Salespeople

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The 25 Sales Habits of Highly Successful Salespeople book summary
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Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to getAbstract.com, given that the author doesn’t only write - he also sells.

About the Author

Stephan Schiffman has trained more than 250,000 sales people. He is president of DEI Management Group and the author of Cold Calling Techniques (That Really Work!), The 25 Most Common Sales Mistakes - and How to Avoid Them, and a number of other books on sales.

 

Summary

Sales: Getting to be a Habit

To succeed in today’s competitive selling environment, incorporate 25 good habits into your sales routine. Value-conscious consumers are more aware of what they are getting from a salesperson than ever. Don’t use old selling tricks. Rather, emphasize helping customers do their work better and resolve their problems. Build enduring relationships based on trust, not just the image of trust. Be truly caring, since customers will see through fake concern. Make real promises you can deliver. These sales habits affect key areas: using communication skills, planning and strategizing thoughtfully, sharing knowledge, seeking leads, having enthusiasm, being honest, following up and building visibility. The 25 habits, in brief, are:

Being a Great Communicator

Each customer contact hinges on making a real connection. Reach out with these tips:

#1: Use your communication skills to convey a message that it makes good business sense to trust you, because you are honest and trustworthy. Don’t use tricks like claiming the person just won a raffle. Successful salespeople inspire trust, the hallmark of a good leader - one who has vision, deserves...


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