Summary of Stephan Schiffman's The Ultimate Book of Sales Techniques

Please note: This is a companion version & not the original book. Book Preview:

#1 The only way to help a client do things better is to find out how and why they are doing them now. This means asking questions and listening to the answers. You’ll quickly discover that the client can do a lot of your work for you.

#2 It is important to know what kind of next step you want to ask for at the conclusion of the meeting. The Next Step must be helpful, logical, and easy for the prospect to agree to. It must also be connected to a specific date and time.

#3 During your initial meeting, ask questions such as How’s business. and What would you have done in such-and-such an area if I hadn’t called you.

#4 At the outset of your relationship with a prospect, you don’t know their unique challenges, opportunities, crises, and compromises. You don’t know their history, typical clients, or the level of success or failure they’ve achieved in reaching and satisfying their clients.

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