| Description |
1 online resource (1 volume) : illustrations |
| Bibliography |
Includes bibliographical references. |
| Summary |
Authored by America's top sales trainer; Stephan Schiffman; this strategic guide presents proven; easy-to-implement strategies to get your next phone call returned; set up a meeting with a reluctant prospect; frame questions to get favorable responses; and much more. -- Edited summary from book. |
| Contents |
Machine generated contents note: pt. ONE MAKE SOMETHING HAPPEN BY ... GETTING OBSESSED ABOUT THE RIGHT STUFF -- Rule 1 Throw Out the Ball -- Rule 2 Obsession Without Discipline Equals Chaos -- Rule 3 Act Where You Want to Be, Not Where You Are -- Rule 4 Focus with Specificity on Your Next Step -- Rule 5 Create a Sense of Urgency -- Rule 6 People Respond in Kind -- Rule 7 Understand That People Communicate in Stories -- Rule 8 Expect Negative Initial Responses -- Rule 9 Know Where You Add Value -- Rule 10 No Contact Base Is Big Enough -- Rule 11 Know Your Personal Commercial -- Rule 12 Lie to Your Own Brain -- So You Can Hardwire Your Best Moves -- Rule 13 Accept That Genius Without Ego Is Impossible -- Rule 14 Become a Virtual Employee -- Rule 15 Get Redundant -- by Building Backup Plans for Contacts Who Are Depending on You -- Rule 16 Plan Your Key Questions -- Rule 17 Learn to Say "Next!" -- Rule 18 Act Confidently on Good Ideas -- Rule 19 You Win When You Lose |
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Note continued: Rule 20 Focus on Your Resources, Not Your Obstacles -- Rule 21 Find Your Passion -- pt. TWO MAKE SOMETHING HAPPEN BY... USING A PROCESS THAT GETS YOU TO THE NEXT STEP -- Rule 22 Rewrite the Rules Whenever You Can -- Rule 23 Put the Times Square Principle to Work for You -- Rule 24 Make Calls for an Hour a Day -- Rule 25 Know the Buy-in Process -- Rule 26 Get It All Down in Black and White -- Rule 27 Turn Responses Around -- Rule 28 Don't Get Sidetracked -- Use the Ledge -- Rule 29 Ask Why They're Not Working with You Now -- Rule 30 Live Off Peak -- Rule 31 Solidify Your In-Person Opening -- Rule 32 Know Where You Add Value -- Rule 33 Ask About the Past, the Present, and the Future -- Rule 34 Ask "How" and "Why" Questions -- Rule 35 Spend at Least 75 Percent of Your Time Gathering Information -- Rule 36 Verify Before Recommending Anything -- Rule 37 Manage Your Opportunities Effectively -- Rule 38 Build Your Schedule Around the Board |
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Note continued: Rule 39 Build Your Proposal Around Core Objectives -- Rule 40 Dare to Be Wrong -- Rule 41 Say, "It Makes Sense to Me -- What Do You Think?" -- pt. THREE MAKE SOMETHING HAPPEN BY ... TOUGHING IT OUT UNTIL YOU CATCH A BREAK -- Rule 42 Beat "Bad Days" to the Punch -- Rule 43 Learn to Love "No" -- Rule 44 Don't React -- Respond -- Rule 45 Be Willing to Walk Away -- Rule 46 Use Fallbacks Effectively -- Rule 47 Ride to the Rescue -- Rule 48 Break the Walls of the Aquarium -- Rule 49 Think Big Enough to Outlast "Defeat" -- Rule 50 Failure Is a State of Mind ... Success Is a State of Action. |
| Subject |
Selling.
|
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Selling -- Psychological aspects.
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Vente. |
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Vente -- Aspect psychologique. |
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selling. |
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Selling |
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Selling -- Psychological aspects |
|
Management. |
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Business & Economics. |
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Management Styles & Communication. |
| Added Title |
50 cut-to-the-chase strategies for getting the business results you want |
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Fifty cut-to-the-chase strategies for getting the business results you want |
| Other Form: |
Print version: Schiffman, Stephan. Make the sale happen before lunch. New York : McGraw-Hill, 2012 0071788689 (DLC) 2011278227 (OCoLC)776054234 |
| ISBN |
9780071788694 |
|
0071788697 |
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(pbk.) |
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