Schiffman Stephan. E-Mail Selling Techniques: That Really Work

Massachusetts: Adams Media, 2007. — 160 p. — ISBN: 978-1593377441.The sales culture of the twenty-first century is one where decisions are often made on the fly, calls are not thought out, and communication
is based on onscreen ramblings, hitting "send," and seeing what happens next. While e-mail has made it easier for salespeople to communicate than ever before, it’s crucial to your success that your message is clear, concise, and to the point.
Renowned sales guru Stephan Schiffman understands the unique benefits and challenges of using e-mail as a sales tool. E-Mail Selling Techniques delivers dependable strategies to help you understand when and how to use e-mail to communicate with a client or prospect.
E-Mail Selling Techniques offers essential guidelines on how to:
Determine the proper length and format of sales e-mails
Use the right tone
Write attention-grabbing subject lines
Identify when a phone call might be more appropriate
If you rely on computers and portable e-mail devices to do business, Stephan Schiffman will show you how to use technology to your advantage and get the deal done.Part One: Foundation Concepts
Part Two: The Art of the Next Step
Part Three: What Works
Part Four: What Not to Do
Appendix A: On Cold Calling
Appendix B: Online Resources Worth Checking Out