The book shows you how to integrate the closing process into a productive, professional sales cycle - and turn prospects into allies, not adversaries.

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"Schiffman's techniques are compelling; they reinforce a common process for our sales professionals and create a sense of real time for closing sales".--Joseph A. --This text refers to an out of print or unavailable edition of this title.

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6 Reviews

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4.2 out of 5 stars (6 customer reviews)

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5.0 out of 5 stars Packed With Knowledge!, Jun 9 2004

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 500 REVIEWER) (REAL NAME)

Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.

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5.0 out of 5 stars Packed with Knowledge!, Oct 14 2003

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 500 REVIEWER) (REAL NAME)

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5.0 out of 5 stars The BOOST you need to get STARTED!, Dec 25 2002

By	"wdmmltdii" (Murphys, CA United States) - See all my reviews

Being new at sales I was floundering without knowing exactly what I was doing right or wrong. Stephan provides a PLAN to try for the next 21 days. He says if you do this plan you will have success. I found the book to be very helpful. I will know by Jan. 31, 2002, if Stephan was right. E-mail me if you want to know, too.

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Most recent customer reviews

5.0 out of 5 stars A great tool for the salesman's toolbox
Stephan Sciffman has given people in the sales industry a powerful tool. He explains why so many many sales are blown and the mistakes to avoid. Read more

Published on Nov 23 2002 by Bunson Honeydew

1.0 out of 5 stars closing techniques that really work - stephan shiffman
for a book that claims to be revolutionary Shiffman only restates what what has been written & talked about for years. There is no new or interesting information here. Read more

Published on April 3 2002

4.0 out of 5 stars Schiffman Does It Again!
This book ought to be in the library of every sales rep, account executive, sales manager and entrepreneur. Read more

Published on April 23 2000 by mmcporter