Stephan Schiffman's 101 successful sales strategies : top techniques to boost sales today

Contents:
Strategy #1 Be Obsessed
Strategy #2 Listen
Strategy #3 Empathize
Strategy #4 Don't See the Prospect as an Adversary
Strategy #5 Don't Get Distracted
Strategy #6 Take Notes
Strategy #7 Follow Up
Strategy #8 Keep in Contact with Past Clients
Strategy #9 Plan the Day Efficiently
Strategy #10 Look Your Best
Strategy #11 Keep Sales Tools Organized
Strategy #12 Take the Prospect's Point of View
Strategy #13 Take Pride in Your Work
Strategy #14 Beware of Trying Too Hard to "Convince"
Strategy #15 Never Underestimate the Prospect's Intelligence
Strategy #16 Keep Up to Date
Strategy #17 Know the Four Steps of a Sale
Strategy #18 Use People Proof
Strategy #19 Act Like an Equal
Because You Are One
Strategy #20 Don't Get Fooled by "Sure Things"
Strategy #21 Don't Take Rejection Personally
Strategy #22 Understand the Importance of Prospecting
Strategy #23 Never Focus on the Negatives
Strategy #24 Get Competitive
Strategy #25 Communicate That You Are a Person to Be Trusted
Strategy #26 Take the Lead
Strategy #27 Engage the Prospect
Strategy #28 Know Why Your Company's No. 1 Account Bought From You
Strategy #29 Handle the Leads That "Fall into Your Lap" with Care
Strategy #30 Know How to Make Your Product or Service Fit Someplace Else
Strategy #31 Pretend That You Are a Consultant
Because You Are
Strategy #32 Ask for the Next Appointment While You Are on the First Visit
Strategy #33 Create a New Plan with Each New Prospect
Strategy #34 Ask for Referrals
Strategy #35 Show Enthusiasm
Strategy #36 Give Yourself Appropriate Credit
Strategy #37 Tell the Truth (It's Easier to Remember)
Strategy #38 Sell Yourself on Yourself
Get Motivated!
Strategy #39 Start Early
Strategy #40 Read Industry Publications (Yours and Your Clients')
Strategy #41 Give Speeches to Business and Civic Groups
Strategy #42 Pass Along Opportunities When Appropriate
Strategy #43 Take Responsibility for Presentations That Go Haywire
Strategy #44 Control the Flow
Strategy #45 Build Leadership Skills
Strategy #46 Prepare for the Objections You'll Hear
Strategy #47 Discover What People Are Communicating Through Their Stories
Strategy #48 Look Honestly at Your Job and Yourself
Strategy #49 Tell Everyone You Meet Who You Work for and What You Sell
Strategy #50 Keep Your Sense of Humor
Strategy #51 Beware of Bad Advice on the Internet
Strategy #52 Use Company Events to Move the Relationship Forward
Strategy #53 Follow the "Yes"
Strategy #54 Know When to Say "I Didn't Anticipate That"
Strategy #55 Beware of "Casual Friday"
Strategy #56 Ask Key Questions about Your Best Accounts
Strategy #57 Find Out What's Changed
Strategy #58 Use E-mail Intelligently
Strategy #59 When in Doubt, Ask for the Appointment
Strategy #60 Raise Tough Issues Yourself
Strategy #61 Use an Effective Strategy for Getting Return Phone Calls
Strategy #62 Don't Bring Everything!
Strategy #63 Don't "Product Dump"
Strategy #64 Move Beyond "Slapshot" Selling
Strategy #65 Master PIPA
and Learn the Art of Conducting a Great First Meeting
Strategy #66 Review Your Most Important Questions Before the Meeting
Strategy #67 Don't Present Too Early
Strategy #68 Verify Your Information
Strategy #69 Ask Yourself the Right Questions
Strategy #70 Prepare for the Meeting Properly
Strategy #71 Work Your Way up the Ladder
Strategy #72 Get Real
Strategize Two Weeks in Advance
Strategy #73 Don't Get Distracted by "Yes" Answers
Strategy #74 Never Walk Away Without Asking for Some Kind of Action
Strategy #75 Never Make a Presentation You Don't Think Will Close
Strategy #76 Always Have a Backup Plan
Strategy #77 Never Kid Yourself
Strategy #78 Take Immediate Action
Strategy #79 Take Quiet Time to Think
Strategy #80 Seize Opportunities
Strategy #81 Be Punctual
Strategy #82 Return Calls Within Twenty-Four Hours
Strategy #83 See Everyone at Least Once
Strategy #84 Know When to Retreat
Strategy #85 Know How to Develop Interdependent Relationships
Strategy #86 Know When Not to Be Dependent
Strategy #87 Consider Yourself to Be a Messenger of Change
Strategy #88 Prioritize, Don't Apologize
Strategy #89 Notice What's Around You
Strategy #90 Ask about the Cow
Strategy #91 Always Try to Move the Sale to the Next Step
Strategy #92 Replenish Your Prospect Base Intelligently
Strategy #93 Look at the Lights of Two Cars Ahead
Strategy #94 Ask "Does This Make Sense?"
Strategy #95 Put the Prospect's Interests First
Strategy #96 Prospect Effectively
Strategy #97 Follow the Nine Principles of Cold Calling
Strategy #98 Use Fallbacks
Strategy #99 Know Your Ratios
Strategy #100 Don't Try to Close
Strategy #101 Start Making Sense

Includes bibliographical references.