Тема в разделе "Литература", создана пользователем morfey2005, 10 фев 2010.
Ищу любые книги Стивен Шиффман(Stephen Schiffman)
Техники холодных звонков, которые действительно работают
Книга о том, как не бояться делать холодные звонки - звонки тем клиентам, потребность которых в вашем товаре или услуге еще не сформирована, как правильно строить телефонный разговор, какие бизнес-задачи решаются успешнее при помощи холодных звонков, а не при личных встречах. Для тех, кто стремится повысить эффективность своего бизнеса и добиться максимум продаж
"Я внедрил технику холодных звонков Стивена Шиффмана в двух торговых организациях. В обоих случаях количество назначенных встреч за четыре недели возросло вдвое, а объемы продаж выросли на 20 процентов за шесть недель". (Рекс Касвелл, директор U.S.Sales Force, OneSource Information Services, Inc.).
Добавлено через 2 минуты
Кроме этого есть пара бумажных книг -
25 стратегий продаж или С этого дня ваши продажи взлетят до небес и
25 навыков продаж или то, чему не учат в школах бизнеса.
В ближайшее время сканировать не собирался, но если найдется достаточное количество желающих - сделаю.
Если сделаешь, будет классно.
+1, хотим скан !
Шиффман 25 стратегий продаж
Stephan Schiffman's 101 Successful Sales Strategies: Top Techniques to Boost Sales Today
By Stephan Schiffman
•Publisher: Adams Media
•Number Of Pages: 275
•Publication Date: 2005-09-01
•ISBN-10 / ASIN: 1593373767
•ISBN-13 / EAN: 9781593373764
You know you can sell, but you’d sell more—faster!—if you could avoid the most common sales mistakes that eat away precious time and commission dollars. With sales guru Stephan Schiffman at your side, you can fine tune your sales strategies, and get results immediately! Stephan Schiffman’s 101 Most Successful Sales Strategies includes crucial advice on:
Building leadership skills Using E-mail to your advantage Getting return phone calls Following the nine principles of cold calling Chock-full of expert insider advice to put you at the top of the sales game, Stephan Schiffman’s 101 Most Successful Sales Strategies shows you how to beat out your competition and become number one in the field—starting now!Summary: A Must Have ToolRating: 5This book sums up everything you need to know about sales strategies from A to Z. Starting w/ the table of contents, it breaks down areas of following up,looking your best, and even areas I never looked into such as appointments on "casual Fridays". Each strategy is an average of 1 to 2 pages of easy "to the point" reading. Areas some may say are insignificant, may actually be a hindrance to the growth of ones business if overlooked. Stephen touches on the environment, asking for referrals, what to expect... This is a "soup to nuts" details explanation to open & clarify any assumptions and understand the importance of sales.Summary: Great Book - Thank you Stephen!Rating: 5I have about 15 of the most commonly purchased sales books and most of them repeat the same info. This book is a bit different, it gives advice on commonly experienced problems that sales reps encounter. It is definitely a great book for someone who would like to instantly increase their sales knowledge.Summary: Well Worth the ReadRating: 5Being a 'non' sales guy trying to learn more about it this was an outstanding book. Can be read in snipits as the tips are one or two pages each but very practical and would appear to be right on. As they say, this guy has been there and done that. Found it a great tool and resource for selling especially for someone new to the game
+1 за скан
Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales
Adams Media | 2003-01-01 | ISBN: 1580628133 | 208 pages | PDF | 1 MB
By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman’s Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.
Stephan Schiffman has coached thousands of sales teams across the country to improve their telesales performance. He knows exactly what works and doesn’t, and in this completely revised second edition, he shares with you all of his insider’s secrets, including how to:
·Master the five ways you can increase your income
·Track your numbers . . . and use them to your advantage
·Evaluate your performance effectively . . . so you hit your own goals
·Gain control of the call
·Leave effective phone messages
·Use "how" and "why" questions to your advantage
·Learn what’s going on in the prospect’s world
·Understand the four types of negative responses . . . and find out how to get past each one
·Turn small adjustments in your performance into large income gains
By spending just minutes a day with this one clear, concise book, you can learn everything from creating a script; to recognizing when not calling a prospect can increase your sales productivity, to practicing the ten traits of world class salespeople. In this highly competitive world where the obstacles against telemarketers continue to become increasingly daunting, you can’t afford not to have these tools in your sales arsenal!
Stephan Schiffman "Sales Presentation Techniques: That Really Work"
Publisher: Adams Media 2007 | 160 Pages | ISBN: 1598690604 | PDF | 1 MB
Sales Guru Stephan Schiffman shows you how to give your presentation the ultimate "wow" factor. In a business world moving at the speed of Blackberries and Bluetooth, Sales Presentation Techniques teaches you how to get and keep your audience's attention. You will be ready to tackle the toughest boardrooms and conference halls after learning . . .
* The dos and don'ts of PowerPoint
* How to properly prepare the day of your presentation
* Strategic differences between presenting to an individual versus a group
* The correct way to handle distractions
* How to maintain and grow client relations
* And much more
Regarded as America's #1 Salesperson, Schiffman promises to make your presentations sharper and more effective. Thereby making your sales-and commissions-much greater.
Make It Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want
By Stephan Schiffman
* Publisher: McGraw-Hill
* Number Of Pages: 176
* ISBN-10 / ASIN: 0071360719
* ISBN-13 / EAN: 9780071360715
Taking his cue from the legendary Hollywood deal maker, Swifty Lazar who once said Make something happen before lunch, Stephan Schiffman has boiled down his extensive business experience into inspirational lessons that any business professional can use. Now Schiffman focuses his attention on the art of building and maintaining business relationships. Drawing on his lifetime of experience training sales people at Sprint, AT&T, American Express, and Chase, Schiffman offers fifty invaluable nuggets of field-tested business advice including:
Discover the joy of rejection. Don't take yes for an answer. Remember people live 2 weeks at a time. Don't confuse an obstacle with a tragedy.
With each tip providing a fresh insight into overcoming whatever the business world throws at you, Schiffman will change the way you think about business and success.
Summary: Great Way to Resharpen the Sales Tools
Professionals need to resharpen their tools every so often, and Schiffman's book is a good way for a sales professional to reharpen their's. The book is a concise, enjoyable and easy read that takes 50 rules, and breaks them down into three parts - core ideas for achievement, or "the right stuff"; tools for making things happen in your business relationships; and keeping your focus over time. For the sales pro, this is a great way to get back to the basics.
Summary: Excellent Motivational Reading
This is one of my favorite motivational books - easy to read in small steps - each chapter filled with ideas that will immediately give you at least a few specific actions that will move you forward in growing your business.
Summary: Avoid Failure
I have read a lot of Stephan Schiffman's books. This one is a great guide for keeping you focused on what really matters - getting the sale (or at least the next action). The points flow nicely, and you will learn a lot in a short period of time.
It is worth every penny!
Summary: Good insight into positioning to reach business prospects
Good information and insight into how to get through to key people and, then, how to get your point across. If you've read other books on the subject, this is redundant. However, if you haven't, this is a good place to start.