High Efficiency Selling: How Superior Salespeople Get That Way (Second Edition)

by Stephan Schiffman

Book Overview

A proven program to maximize your sales . . . with a money back guarantee In this indispensable new guide, sales consultant and trainer Steve Schiffman reveals the methodology of high-efficiency... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0965094928
• ISBN13: 9780965094924
• Release Date: October 2000
• Publisher: Next Step Press
• Length: 271 Pages
• Weight: 1.10 lbs.

Customer Reviews

The best trainer for corporate sales

Stephan is a master of corporate sales. He boils techniques down to their simplest and most effective structure. Although I'm no longer in corporate sales, I still find his techniques useful.

Asking the Right Questions and Listening!!!

As a sales trainer for Performance Insights, LLC, I have read many books on Sales Training, have seen many Sales Seminars, and listened to many Sales Audio CD and Tape Programs. This is absolutely one of the best! "High Efficiency Selling is essentially cooperative asking-oriented selling that benefits the salesperson and customers he or she meets". This questioning process of General, to Specific to Framed Queries results in "customized glove-fitting formal proposals that have a high likelihood of turning into sales". Follow Stephan Schiffman's directions, do the work, and you will get paid! Buy this book!

invaluable resource for new companies

I'm a partner in a new company and we don't have anybody with sales experience. This book has helped us tremendously. Before reading Schiffman, everything we were doing to try and get sales was wrong! Once we started following his rules we've wound up with more appointments than we can easily handle. In sum, it took us from complete ignorance to a good understand of a system that is easy to use and that respects both the buyer and the seller. I just wish that the idiots who cold-call me at home would read Schiffman!

No magic, just solid techniques

This book focuses on making you a better sales person. There are no bizzare techniques, just solid advice for improving your selling. We are making it required reading for all our salespeople. I hope our competitors don't find out about this book!

single best step-by-step method for sales success

with too many books on sales out there, this is the best---if you do what he says, you will be successful.