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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! Stephan Schiffman, America's :1 Corporate Sales Trainer, is the author of dozens of bestselling books, including Cold Calling Techniques, (That Really Work), 5th edition; and The 250 Sales Questions to Close the Deal. His clients include Aetna, AT&T, Blue Cross/Blue Shield, Boise Office Solutions, ChevronTexaco, Cox Communications, EMC, Federal Express, IBM, Merrill Lynch, Motorola, the New York Times, Sony, and Waste Management. About The Author Stephan Schiffman, America's Corporate Sales Trainer, is the author of dozens of bestselling books, including Cold Calling Techniques (That Really Work!), 5th Edition; and The 250 Sales Questions to Close the Deal. His clients include Aetna, AT&T, Blue Cross/Blue Shield, Boise Office Solutions, Chevron Texaco, Cox Communications, EMC, Federal Express, IBM, Merrill Lynch, Motorola, The New York Times, Sony, and Waste Management. Table Of Contents Be Obsessed Listen. Empathiz Don't See the Prospect as an Adversary Don't Get Distracted Take Notes Follow Up Keep in Contact with Past Clients Plan the Day Efficiently Look Your Best Keep Sales Tools Organized Take the Prospect's Point of View. Take Pride in Your Work Beware of Trying Too Hard to "Convince" Never Underestimate the Prospect's Intelligence. Keep Up to Date Know the Four Steps of a sale Use People Proof Act Like an Equal Because You Are One Don't Get Fooled by "Sure Things" Don't Take Rejection Personally Understand the Importance of Prospecting Never Focus on the Negatives Get Competitive Communicate That You Are a Person to Be Trusted Take the Lead. Engage the Prospect Know Why Your Company's No.1 Account Bought from You Handle the Leads That "Fall into Your Lap" with Care Know How to Make Your Product or Service Fit Someplace Else Pretend That You Are a Consultant Because You Are Ask for the Next Appointment While You Are on the First Visit. Create a New Plan with Each New Prospect Ask for Referrals Show Enthusiasm Give Yourself Appropriate Credit Tell the Truth (It's Easier to Remember) Sell Yourself on Yourself Get Motivated! Start Early Read Industry Publications Yours and Your Clients Give Speeches to Business and Civic Groups Pass Along Opportunities When Appropriate Take Responsibility for Presentations That Go Haywire Control the Flow Build Leadership Skills Prepare for the Objections You'll Hear Discover What People Are Communicating Through Their Stories Look Honestly at Your Job and Yourself Tell Everyone You Meet Who You Work for and What You Sell Keep Your Sense of Humor Beware of Bad Advice on the Internet Use Company Events to Move the Relationship Forward Follow the "Yes" Know When to Say 'I Didn't Anticpate That'' Beware of "Casual Friday" Ask Key Questions about Your Best Accounts Find Out What's Changed Use E-mail Intelligently When in Doubt, Ask for the Appointment Raise Tough Issues Yourself Use an Effective Strategy for Getting Return Phone Calls Don't Bring Everything! Don't "Product Dump" Move Beyond "Slapshot" Selling Master PIPA-and Learn the Art of Conducting a Great First Meeting. Review Your Most Important Questions Before the Meeting. Don't Present Too Early Verify Your Information Ask Yourself the Right Questions Prepare for the Meeting Properly. Work Your Way up the Ladder Get Real Strategize Two Weeks in Advance Don't Get Distracted by "Yes" Answers Never Walk Away Without Asking for Some Kind of Action Never Make a Presentation You Don't Think Will Close Always Have a Backup Plan Never Kid Yourself Take Immediate Action Take Quiet Time to Think Seize Opportunities Be Punctual Return Calls Within Twenty-Four Hours See Everyone at Least Once Know When to Retreat Know How to Develop Interdependent Relationships Know When Not to Be Dependent Consider Yourself to Be a Messenger of Change Prioritize, Don't Apologize Notice What's Around You Ask about the Cow Always Try to Move the Sale to the Next Step Replenish Your Prospect Base Intelligently Look at the Lights of Two Cars Ahead Ask "Does This Make Sense'" Put the Prospect's Interests First Prospect Effectively Follow the Nine Principles of Cold Calling Use Fall backs Know Your Ratios Don't Try to Close Start Making Sense