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Publisher's Summary

In this indispensable new guide, sales consultant and America's number-one corporate sales trainer, Steve Schiffman, reveals the methodology of High-Efficiency Selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The best-selling author of Cold Calling Techniques (That Really Work!) stakes outs new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and -best of all - increase sales by focusing on:

  • Attitude - the single most important factor in holding on to customers
  • Creating your personal prospecting plan - making the calls, drafting attention and identification statements, delivering the request
  • Executing, refining, and developing the cold call
  • The 10 commandments of contacting target companies
  • The tools, questions, and goals you need for an effective client interview
  • Simple - and effective - closing techniques

©1997 Stephan Schiffman (P)1997 Simon & Schuster

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