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The 25 Sales Habits of Highly Successful Salespeople [Paperback]

3.5 out of 5 stars  See all reviews (10 customer reviews)

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Paperback, June 1 1995 --  
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Book Description

June 1 1995
The author of The 25 Most Common Sales Mistakes . . . And How to Avoid Them teaches salespeople how to demonstrate trustworthiness, turn a customer's objection around, and 23 other proven habits for sales success.

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Product Description

About the Author

Stephan Schiffman has trained over 500,000 salespeople at firms, such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, and Motorola. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and Closing Techniques. --This text refers to an alternate Paperback edition.

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Customer Reviews

Most helpful customer reviews
1 of 1 people found the following review helpful
1.0 out of 5 stars A real yawner Jan. 19 2004
By kdave21
I am not a negative person, however I do have some negative feelings about this book. I have what I consider "moderate" sales experience, selling everything from shoes, to real estate, which is my current profession. If you are looking for a book that gives you practical, applicable advice, this is not it. It is more of a feel good, hey heres a few ideas that may help you in general type book. Basically a lot of mush. I found myself having to sell my own self on even finishing the end of the book. I made it, but my eyelids were heavy and I was totally uninspired. I am truthfully surprised that this book has recieved such positive reviews. In summary, it was a book of broad, unconnected ideas that will have little to no effect on actual sales performance or customer satisfaction.
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1.0 out of 5 stars Terrible May 10 2004
By A Customer
I have read a few of Schiffman's books. I have attended a few seminars and I have met with him twice. Every time I come away unimpressed. There is no doubt that he is a good salesman but he is not capable of relating his skills to others. This book is no exception. I believe this book to be a bit simplistic and overall a yawner. It misses the boat for captivity.
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3.0 out of 5 stars A Succinct And Easy-To-Read Book On The Basics Jan. 19 2004
The 25 Sales Habits of Highly Successful Salespeople is a concise book on how successful salespeople go about their profession. The 25 'habits' are quite basic and hardly represent a revelation to anyone but the most novice of salespersons.
Nevertheless, the 130-odd pages can be a fast and quick review, or check list if you wish, for anyone interested in covering the basics.
The book's title might or might not be referring to Steven Covey's famous series. Either way, The 25 Sales Habits can apply to more than just salespeople.
Pro: A quick read with a quick reference summary at the end.
Con: Too basic for most and a partially dated entry in the ocean of sales collateral designed to launch a training career.
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4.0 out of 5 stars Insightful! Oct. 15 2003
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 us, given that the author doesn't only write - he also sells.
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5.0 out of 5 stars Even the most experienced need the basics. Sept. 19 2003
I like this book. It's has simple, workable, common sense actions. The book does spark the thought. After 23 years as a successful sales professional, with 4 years prior when I wasn't successful, this book is the tool I keep in my case at all times.
When in the midst of a sales action (cold call, needs investigation, presentation/demo or close) it is hard to remember the solid things that work. This book is that reminder. It helps to refer to it before a call, after a rejection or just to start the day.
Advanced stuff is great when you have blown your quota away and have lots of time to experiment with NLP, Hypnosis, slight of mouth, etc. However, if you haven't brought home the checks you deserve, read this book. You will certainly get your money worth on this one!
See you at club!
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