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Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK) [Paperback]

Stephan Schiffman (Author)
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Book Description

Publication Date: Dec 1 2011 | ISBN-10: 0071788689 | ISBN-13: 978-0071788687 | Edition: 1

“Stephan Schiffman can make a believer, and a winner, out of almost anyone!”
—Ken and Daria Dolan, former hosts of CNN’s Dolans Unscripted

All great salespeople have one skill in common: They know how to build powerful relationships that benefit everyone.

Stephan Schiffman, America’s top sales trainer, has taught this maxim with impressive results to more than 600,000 salespeople at some of the world’s top companies. In Make the Sale Happen Before Lunch, he offers 50 proven, easy-to-implement strategies you can use to:

  • Get your next phone call returned
  • Set up a meeting with a reluctant prospect
  • Formulate one simple question to learn where you stand with your contact
  • Rebound instantly from real or perceived obstacles
  • Frame questions to get a favorable response
  • Recast your product to fit your contact’s specific needs

Once you master Schiffman’s 50 cut-to-the-chase strategies, you’ll get in the habit of setting something important in motion for the future—each and every business day.

Product Details

  • Paperback: 176 pages
  • Publisher: McGraw-Hill; 1 edition (Dec 1 2011)
  • Language: English
  • ISBN-10: 0071788689
  • ISBN-13: 978-0071788687
  • Product Dimensions: 15.2 x 1.4 x 22.8 cm
  • Shipping Weight: 318 g
  • Amazon Bestsellers Rank: #630,383 in Books (See Top 100 in Books)

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Product Description

About the Author

Stephan Schiffman is the founder of DEI Sales, which has trained more than 600,000 professionals in over 9,000 companies during the past 30 years. Schiffman has written dozens of bestselling books that have sold well over a million copies, including The 25 Toughest Sales Objections—and How to Overcome Them, The Power of Positive Selling, The 25 Sales Habits of Highly Successful Salespeople, Cold-Calling Techniques, and Closing Techniques.

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Customer Reviews

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.0 out of 5 stars  2 reviews
4.0 out of 5 stars Gives a salesman a kick in the butt Jun 19 2012
By Reg Nordman - Published on Amazon.com
Make the Sale Happen Before Lunch - helps a sales person hone his craft with doing the basics better. Useful comments for me:

Move at least one deal forward each day
People live their life two weeks at a time
The power of the story
The greatest practice players become the greatest players
Know when to move on
Find out what makes sense to the buyer
No Rolodex is up to date
Make 15 cold/prospect calls every day

He has one of the better sets of tips with leaving voice mail -
As he says, you should spend your time 40% prospecting, 20% presenting, 20% on product knowledge and 15% on professional development.
4.0 out of 5 stars It all Starts with a Sale Dec 19 2011
By Jim Estill - Published on Amazon.com
Sales are the lifeblood of any company. Sales are closely tied to financial statements. Sales success usually means financial success.

As the title suggests, Schiffman has what he calls 50 rules. I agree with almost all of them but some of them I feel more passionate about.

Rule number 35 is spent at least 75% of your time gathering information. One of the things I've learned in both sales and negotiation is that the person with the information has the advantage. The Internet makes information gathering extremely easy. There's no reason not to lose on this one.

Rule number 24 is make calls for an hour a day. One thing I have often seen in developing company says they simply don't spend enough time making sales calls. Without spending the time clearly the sales will never happen. And although he suggest making calls for an hour a day, I think double or triple or quadruple makes more sense.

I was interested to see rule 30 was to live off peak this is one of the rules I use all the time. Like some of his other rules, sales are tied to good time management.

One thing I like about the book is that each one of the 50 rules basically stands on their own. This means the book can be read gradually over a long period of time and the benefits will still be derived. The book is concise and easy to read and I would recommend to anybody who wants to increase their sales.

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