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Index
Cover Page
Title Page
Copyright
Dedication
Contents
Acknowledgments
Introduction to the Third Edition
Introduction
If It Doesn't Work, Fix It
Communicate the Message that It Is Sound Business to Trust You
Ask the Right Questions
Take the Lead
Listen, Learn, and Lead
Engage the Prospect
Find Key Requirements
Know the Sales Timetable
Convert the Leads that “Fall into Your Lap”
Know How to Make Your Product or Service Fit Somewhere Else
Pretend You're a Consultant (Because You Are)
Ask for the Next Appointment While You're on the First Visit
Take Notes
Create a Plan with Each New Prospect
Ask for Referrals
Show Enthusiasm
Give Yourself Appropriate Credit
Tell the Truth (It's Easier to Remember)
Sell Yourself on Yourself
Start Early
Read Industry Publications (Yours and Your Clients')
Support Your Visit the Next Day
Give Speeches to Business and Civic Groups
Pass Along Opportunity When Appropriate
Take Responsibility for Presentations that Go Haywire
No One Wakes Up and Says, “I'm Going to Be Stupid Today”
The Customer Isn't Always Right
Be Honest with Yourself about the Nature of the Firm You Work For
Tell Everyone You Meet the Name of the Company You Work For and What You Sell
Keep Your Sense of Humor
Quick Reference Summary
About the Author
Schiffman's 25 Sales Series
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