The secrets of breakout selling

Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as:

• Sales don't happen unless questions are asked.
• An objection is an opportunity in disguise.
• A salesperson's responsibility is to help the client solve a problem.
• No one ever made a good sale by interrupting a client.

Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with "The Ultimate Book of Sales Techniques"

""25 Sales Mistakes" is essential for any professional or organization committed to sales excellence."--Michael A. Berman, Chief Operating Officer, Outside Ventures

In the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do--it's what you don't do:

• Don't sell against a competitor
• Don't be satisfied
• Don't stop getting ideas
• Don't use boilerplate proposals
• Don't overuse e-mail

The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice--from listening to the client to following up on the sale--that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.

Leadership Evo: Every leader in business or life today has to learn how to develop into their greatest potential. The word "Evo" represents a continuous growth toward success. In this book, you will learn the skills of an evolved leader. Choosing to master these skills will likely mean the difference between a lifetime of leadership success or continuous frustration. If you are looking at this book now, I believe that you are the kind of person that truly desires to make a difference in the world and in your organization. You will learn... --How to create a rhythm of success for your life --How to communicate in such a way that others are virtually hypnotized by your style --How to turn your team and your customers into evangelists for your cause --What the stages of leadership evolution are and how to recognize where you and your team are now --How to become truly magnetic as a leader, so that others cannot help but follow you --How to create clarity of thought and action with your teams --How to create accountable and engaged followers --And, how to solidify the transformation of your organization By learning the key skills of an evolved leader, you will be able to replicate your own success by developing these skills in your managers and team. There is a rhythm that each of us falls into with our lives. Bruce Lee talked about this rhythm in his book The Tao of Jeet Kune Do. We can create a rhythm of success or a rhythm of failure for our lives, but we will have a rhythm either way. Each of us must master the progression of learning from unconsciously unskilled to consciously unskilled to consciously skilled to the highest level... unconsciously skilled. The objective is to make your success characteristics a natural extension of who you are. This book is a practical guide that will get you where you want and need to be in order to attain success at your highest level in life. As you read this book, get an image in your mind of the leader that is perfect. Take a moment to blend that picture of the perfect leader with the picture of you living into your highest self. Once you have created your image of personal success, focus on living into that image and becoming the person that you are truly capable of being. That is my desire for you, that you live into your most evolved version of self. To Your Success Jody Holland - Author, Entrepreneur, Evolved Leader

"The only goal you cannot achieve is the one you have not yet recognized."

More than twenty years ago, entrepreneur Stephan Schiffman launched his own business -- D.E.I. Management Group Inc. -- and built it into a major financial success. Since then Schiffman has taught more than 300,000 salespeople his internationally acclaimed methodology for high-efficiency selling. Now Schiffman reveals his innovative business-building strategies -- from conceptualization to cashing out -- in one complete and concise guide written specifically for the entrepreneur.

Combining his revolutionary, user-friendly approach with real-life examples of his methods at work, Schiff man guides you through the four critical "threshold experiences" all entrepreneurs must cross to be successful.

STARTING OUT -- the most important early issues and key questions:

• How to know if you have what it takes to be your own boss

• How much capital you need to begin

• The pros and cons of franchises, manufacturing startups, service startups, and buying existing businesses

BRANCHING OUT -- making the most of your resources:

• Why you are your own best asset

• How to track progress -- and focus on goals

• How to create your own niche in the marketplace

• How to manage money, people, and time

FINDING OUT -- knowing your customers, and your marketplace:

• How to sell -- even if you're a non-salesperson

• The advantages and disadvantages of direct marketing, advertising and publicity

• Understanding the sales cycle and maximizing profit

GROWING UP -- the keys to managed change and growth:

• Why growth is costly, but worth it

• How to change with your business

• When to sell the business -- and for how much

• Strategies for moving on -- and attacking the next challenge

Whether you're just thinking about starting a business, or have already taken the plunge, "Make It Your Business" is an essential resource you can use daily. Complete with information on obtaining financing, a concise guide to interviewing potential employees, and long-term planning tools, it will ease your company's growing pains while helping you build the business of your dreams.

From America's #1 sales trainer--the ultimate closer's guide for selling services

Stephan Schiffman--the acclaimed author of "The 25 Habits of Highly Successful Salespeople" and other top-selling sales books--applies his proven strategies to help you get the edge in one of the most challenging but potentially rewarding categories in the sales game. In "Secrets of Selling Services," Schiffman teaches you how to: Build your communication skills Listen to your clients Sell a personal relationship Boost your confi dence Create client confi dence Deliver quality customer service

Schiffman arms you with winning ways to price, position, and present business services as products that solve problems--thereby overcoming buyer resistance to committing to products that they cannot see or touch.

Whether the product is accounting, legal advice, IT services, sales training, or any other service, you'll learn how to sell more of it in the "Secrets of Selling Services."

Turn common objections into BIG OPPORTUNITIES

It costs too much... We're switching to overseas vendors... Let me think about it... NO

You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. "25 Toughest Sales Objections--and How to Overcome Them" helps you choose which direction is the best approach and gives you the tools you need to defl ect that obstacle and make the sale.

Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any "No" into a done deal.

At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turns perceptions of you from sales rep to ultimate problem solver.

Times are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to:

• Treat customers individually
• Make life easier for customers in bad times
• Show that bad times won't last forever
• Reorient their thinking now to prepare for the future

Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive--and thrive The key to success is to learn how to sell when no one is buying.