Schiffman Stephan. Sales Essentials

Massachusetts: Adams Media, 2008. — 416 p. — ISBN: 978-1598692280.He’s trained hundreds of thousands of salespeople. He’s sold millions of copies of sales training books. He’s developed superlative sales techniques that anyone can use to boost personal commissions, as well as company profits.
He’s Stephan Schiffman — and this is Stephan Schiffman’s Sales Essentials. For the first time ever, this master salesman’s knowledge and experience is available in one terrific volume.
You’ll learn the secrets of:
Mastering the cold call
Using e-mail as a selling tool
Raising the stakes to “up” your next buy
Closing the deal — every time!
Packed with insider information, Stephan Schiffman’s Sales Essentials is the book you can’t afford to be without!Introduction Read This First
PART ONE Foundation Concepts
PART TWO Calling Techniques That Really Work
PART THREE Basic Sell ing Skills
PART FOUR Advanced Selling Skills
PART FIVE E-mail Selling Strategies
PART SIX 50 Sales Questions to Close the Deal
Epilogue Two Lumberjacks
AppendicesAbout the Author