High Efficiency Selling: How Superior Salespeople Get That Way

Summary

In this indispensable new guide, sales consultant and America’s #1 corporate sales trainer Steve Schiffman reveals the methodology of High Efficiency Selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestelling author of Cold Calling Techniques (That Really Work!) stakes outs new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman’s breakthrough techniques help you reduce stress, develop a better long-term “fit” with customers, and—best of all—increase sales by focusing on:

• Attitude—the single most important factor in holding on to customers
• Creating your personal prospecting plan—making the calls, drafting attention and identification statements, delivering the request
• Executing, refining, and developing the cold call
• The ten commandments of contacting target companies
• The tools, questions, and goals you need for an effective client interview
• Simple and effective closing techniques