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The 25 Sales Habits of Highly Successful Salespeople (Paperback)
by Stephan Schiffman
| Category:
Selling skills, Sales, Sales mastery, Persuasion |
| Market price: ¥ 98.00
MSL price:
¥ 88.00
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
A handy and practical guide to hone your selling skills. |
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Author: Stephan Schiffman
Publisher: Adams Media Corporation
Pub. in: June, 1994
ISBN: 1558503919
Pages: 130
Measurements: 7.2 x 4.4 x 0.4 inches
Origin of product: USA
Order code: BA00097
Other information: 2nd edition
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- Awards & Credential -
The author is a recognized leader in corporate training and an expert in the techniques of cold calling having trained more than 250,000 professional salespeople. |
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- MSL Picks -
All Sales Strategy/improvement courses/books are very simple. The problem is that 90% of sales people don't pick up a book in any given year to improve their performance and, of the other 10% who read a book or do something to try and improve their sales results, 90% of them fail to apply what they have learned on a consistent basis. That means that 99% of people fail to improve their results via books/courses!
Having said that I absolutely enjoyed this book because of is its simplicity, written in true "little book" form. I really like these books as they are quick reads by cutting through 90% of the.
They key to getting long-term value out of a book like this is to practice what you read. I know that when I was applying various techniques I learned in the past my results went up on a consistent basis so I am going back to the books and applying the techniques/skills on a more consistent manner.
Whether you like it or not you are selling everyday. You are selling yourself regardless of what you do for a living. You sell yourself to your family, friends, co-workers, etc. You are creating an image in that person's mind of what they associate you with (pain or pleasure).
(From quoting Dan Ross, USA)
Target readers:
Sales professionals, sales trainers, and anyone else who is interested in the art of selling and/or persuasion.
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- Better with -
Better with
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
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Stephan Schiffman has trained over 250,000 salespeople and is president of DEI Managment Group.
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From Publisher
The author of The 25 Most Common Sales Mistakes... And How to Avoid Them teaches salespeople how to demonstrate trustworthiness, turn a customer's objection around, and 23 other proven habits for sales success. An accessible guide to sales habits which provides techniques that are practical, relevant and easy to apply.
Stephan Schiffman, America's Number One Corporate Sales Strategist and President of D.E.I. Management Group, an international sales training and consulting firm, shares with you the 25 traits that will distinguish you as a high efficiency salesperson.
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Habit # 1
Communicating the message that is sound business to trust you
I’ve trained over a quarter of a million of salespeople. And more salespeople I run into, the more exposure I get to various “tricks of the trade” - little corners salespeople cut in order to get ahead (or so they think) over the short term. The only problem is, too many of these “tricks of the trade” undercut an essential objective: that of sending and reinforcing the message that it is a good business decision to trust you.
The “raffle” and its consequences when it comes to building long-term partnerships.
I know a car dealer who uses such a “trick” to get people to come into his showroom. He opens up the white pages, finds the name, calls the person, and says, “Hi, Mr Jones, this is Mike Johnson of Johnson Used Cars. You’ve just won our raffle! Come on in and collect a turkey!” hat he never says is that he really wants the person to come in and collect two turkeys: one to put in the oven, and the other for the driveway. (By the way, there is no raffle; the turkeys are bought as premiums for anyone who walks through the door.)
The same salesperson would call up someone at random and claim to have found his wallet, “just to get his attention,” then launch into his pitch. How much would you trust such an approach like that?
I’m not trying to be harsh toward those who sell automobiles for a living. Some of the most effective salespeople I know sell used cars. But I am trying to say something about this used car salesman. By starting off with “Hey, you’ve won a free turkey,” he was using a cheap trick. It seems to me that it was no coincidence that he sold cars to match. Word gets around about that sort of thing.
If you sell turkeys, talk about turkeys. If you sell cars, talk about cars. Talk about exactly why it makes perfect sense to buy the one you have to offer. Beware of the “tricks of the trade.” If they come at the expense of your credibility, they’re too expensive.
“Follow me!”
The successful salesperson makes a good leader because he or she inspires trust. I think that the truly successful salesperson today - and by the way, this is what I see in the world-class sales forces - have the personal magnetism and the self- assurance to say to people, “Follow me” - and thereby win long-term, happy customers. That kind of authority only comes with complete, unflinching confidence that you can deliver results for your prospect. If you’re right, your customers trust you - and follow you.
Building trustworthiness, then, means building leadership skills. That’s not to say you should practice railroading your customers! All the confidence and authority in the world won’t change the “I-found-that-wallet-you-never-really-lost” scam into a way to build trust. It means understanding your product or service, understanding what your prospects do for a living, and assuming responsibility for delivering results to your customers, no matter what. Prospect can sense Prospects can sense when this is what you’re offering, and they like it.
What makes a good leader?
- A good leader has the vision.
- A good leader commands respect.
- A good leader sees the big picture.
- A good leader knows when to change direction.
- A good leader points out problem areas and is ready to discuss solution areas.
- A good leader has confidence in both approach and attitude.
- And a good leader is accountable.
All of these traits add up to trustworthiness.
The Real Thing
Too many salespeople focus on whether or not they have learned to appear trustworthy. That’s not the point! You want to develop an earned reputation for following through on everything - and I mean every syllable - that comes out of your month. That means, for one thing, absolute punctuality. If you say you’ll call at 9:00 A.M., then call at 9:00 A.M., and not 9:02 A.M. Better yet, call at 8:55 A.M. and be willing to be put on hold! Some salespeople take this principle and turn it into a recipe for annoyance; others display the spark of professionalism necessary to demonstrate dependability and consistence as personal hallmarks.
If you think such “minor details” don’t have any persuasive power, I have to disagree with you. At the beginning of your relationship with a prospect, those “details” are all he or she has to go on. They’re the only tool you have! Spout lavish promises, and fail to follow through on the “details”, and you’ll be like every other salesperson. But say you’re ready, within the next five minutes, to fax over a quote that completely meets all the prospect’s specifications, then do it…and you’re one in a million.
Relationships are built on trust, and trust is built on evidence of all kinds. That does not mean that you have to show you are subservient - that’s the opposite of being a leader! You must demonstrate you’re unfailingly dependable in all things, big and small, and you must have a habit of delivering what you promised (or, preferably, more). Then you’ll be in a position to say with authority, “Follow me.”
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| View all 7 comments |
Patricia Simpson (Vice President, Chemical Bank) (MSL quote), USA
<>
Steve Schiffman is a great source of practical, real-life, results-oriented insights. You can read his books again and again. |
Mitch Siegel (Vice president of Trading, Quick & Reilly) (MSL quote), USA
<2006-12-25 00:00>
Excellent and useful techniques to establish, expand, and maintain relationships... and generate sales |
Ben Gay (MSL quote), USA
<2006-12-25 00:00>
Funny, but people seem to believe all show business folks know each other (they don't). Same for sales trainers (we don't either!). So Stephan Schiffman and I, both successful sales trainers/authors/speakers/consultants, somehow managed to avoid each other out on the road for almost 40 years - before finally doing a sales training seminar together just a few months ago. As for me, I was impressed! He had the audience in stiches, while teaching them some very solid sales information.
Understand, The 25 Sales Habits of Highly Successful Salespeople is not one of Steve's deeper works (he has plenty of those!). But it a wonderful tool for new salespeople who must first learn the basics of selling, and for any established salesperson who needs to get "re-threaded" (as we all do from time-to-time).
And don't get distracted by some of the negative reviews I saw about Steve's book. Those people are, in my humble opinion, missing the point. Even my material ("The Closers" series of books/audios/videos/newsletters/seminars) gets rapped on occasion. But as does Steve, I find solace in knowing how many salespeople have gotten rich using my material!
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Rolf Dobelli (MSL quote), Switzerland
<2006-12-25 00:00>
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells |
View all 7 comments |
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