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Sales don't just happen : 26 proven strategies to increase sales in any market

Author: Stephan Schiffman
Publisher: Chicago : Dearborn Trade, ©2002.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Today's economy makes for a tough selling environment. That shouldn't scare salespeople into holding hands with indecisive prospects, coaxing them along just because they haven't said "no". In fact, says Stephan Schiffman, a respected sales prospecting expert, they should be doing just the opposite.
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Genre/Form: Electronic books
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Stephan Schiffman
ISBN: 1597341487 9781597341486
OCLC Number: 765819232
Notes: Includes index.
Title from title screen.
Description: 1 online resource
Contents: ACKNOWLEDGMENTS; INTRODUCTION; CHAPTER 1 ... in which we learn the difference between selling and order taking; CHAPTER 2 ... in which we find out who's really playing ball with us; CHAPTER 3 ... in which we learn about the steps of the sales process; CHAPTER 4 ... in which we discover the importance of getting on the other person's radar screen; CHAPTER 5 ... in which we learn to aim high; CHAPTER 6 ... in which we learn the benefits of calling off-peak; CHAPTER 7. . . in which we learn the importance of being specific about what we want first from the prospect.
Other Titles: 26 proven strategies to increase sales in any market
Responsibility: Stephen [i.e. Stephan] Schiffman.

Abstract:

Today's economy makes for a tough selling environment. That shouldn't scare salespeople into holding hands with indecisive prospects, coaxing them along just because they haven't said "no". In fact, says Stephan Schiffman, a respected sales prospecting expert, they should be doing just the opposite.

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