Closing Techniques: That Really Work Stephan Schiffman(2004)

In this groundbreaking book, America’s #1 corporate sales trainer proves to readers that closing does not have to be the most difficult part of the sale. In the third edition of Closing Techniques (That Really Work!), Stephan Schiffman takes a fresh and effective perspective on closing. Closing is not a battle—it’s an art form. This informative guide provides salespeople with innovative techniques that make the old closing tricks seem obsolete. Armed with field-tested techniques and expert advice, readers learn to throw down their swords and integrate the closing process into a professional, productive sales cycle that turns prospects into allies—not adversaries. Completely revised and updated, Closing Techniques helps · Develop a strong opening and closing· Know the customer· Keep it simple· Set objectives for in-person sales meetings Also featuring sample cold calling scripts and sales dialogues to help hone and sharpen closing skills, Closing Techniques is sure to remain an indispensable closing tool for salespeople worldwide.