©1997 Stephan Schiffman, All Rights Reserved; (P)1997 Simon & Schuster Inc., All Rights Reserved, SOUND IDEAS Is an Imprint of Simon & Schuster Audio Division, Simon & Schuster Inc.
IT Service Manager
Schiffman has effectively captured 25 habits that bear learning, and effectively explains and illustrates these habits with a style of speaking that is personable and lively, as if he is speaking directly to you. The audio book moves at a comfortable speed, slow enough to clearly convey what he wants to say, yet fast enough to never be dull. On the downside, I think too many of his examples are from his own business, but this is a minor criticism that does not detract much from the overall effectiveness.
It worked great for me, I have already applied some of the techniques and most of them had proved to be very effective. Worth of every single penny I paid for it!
On the cons side: although some may argue with this, selling complex high-tech products is a little more complex and demanding than the processes described by the author, but he did lay out the right foundation to build upon!
Thank you Audible for making this presentation available!
This book offers both know and less know strategies to be a better sales person. The book is an easy listen an makes you think about things you take for granted. It refreshes your memeory on things you might know already but puts them in perspective.
All and all a good listen.
I have been an avid audible listener foot quite some time.it has helped me stay sharp and entertained as well.
This is a Must have for any sales professional. you should listen to this several times to get maximum penetration. There is something in here for the beginner and the seasoned pro alike. It is straight to the point and well read. No fluff here! Do yourself a favor and add this to your professional library now! I was glad i did and it has helped my sales by at least 12%
I have listened to and read dozens of books on selling and count this one among the top 3!! Whether you sell intangibles or tangibles this book is worth its weight in gold!! An added plus is Mr. Schiffman's voice is very warm and pleasant to listen to.
Most of what Stephan says in his book we already know or can surmise. But Stephan has a way of making it seem fresh again and reminding us of the benefits of doing it all with the knowledge of WHY we do what we do.
From my personal experience I can tell you that I literally blew away 2 of my colleagues who invited me to participate in a meeting with them. They were flabbergasted at my ability to uncover more, empathise more and convince the customer better than they imagined. Naturally a lot of the credit goes to my own deep seated brilliance and colossal intellect ;-) but a whole lot of kudos goes to Mr Schiffman to whom I had been listening on the journey to the meeting.
I recommend this to all salespeople and particularly those feeling just a bit jaded and want to feel refreshed and renewed.
"Why has this not been re-recorded!?"
This audiobook is FULL of references to the 1990s, and how things are so different in the 90s than they were in the 80s... That puts me on alert, because things have changed substantially since 1990 (we are over 20 years on!), so does that mean the information contained in the book is any less useful? I don't know, but I think it's SO cheap to have an audiobook online that refers to audiotapes as if they are in current use; I just couldn't bring myself to give this audiobook more than 3 stars. The content is good, the reading is good, and it was useful... but please... get a new version re-recorded!
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