The 25 Sales Strategies That Will Boost Your Sales Today!

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Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, direct, easy-to-apply sales advice that has helped thousands of businesses around the world. He reveals 25 new sales-building strategies that he's developed and tested during his years of training top-notch salespeople. Put these effective, yet simple, strategies to work for you!
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Additional Information

Publisher
Simon and Schuster
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Published on
May 1, 1999
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Pages
128
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ISBN
9781440500787
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Features
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Language
English
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Genres
Business & Economics / Sales & Selling / General
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Content Protection
This content is DRM protected.
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Eligible for Family Library

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“Always be closing!” —Glengarry Glen Ross, 1992
“Never Be Closing!” —a sales book title, 2014
“?????” —salespeople everywhere, 2017

For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close.
 
But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.
 
Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
 
Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to:

·  Compete on value, not price, by securing a Commitment to Invest early in the process.
 
·  Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders.
 
·  Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.

The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Praise for LEAD, SELL, OR GET OUT OF THE WAY

"As CEO and Chairman of the Board of three publicly traded companies, I felt that Karr's strategies in Lead, Sell, or Get Out of the Way absolutely provided the powerful results he predicted. In one case, we completely eliminated a competitor who posed a strategic threat. I guess you can say they 'got out of the way.' Karr will show you what is required and how to be a top producer in your market. This book is a must-read."
—JAMES T. TREACE, President and Managing Member, J&A Group, LLC, former chairman of the board, Wright Medical, Inc., and Kyphon, Inc.

"Karr captures a lifetime of winning strategies and experiences and puts them in a practical context for sales leaders and sellers. This book challenges many of the older paradigms of selling and emphasizes the importance of keeping the focus on the customers and providing positive outcomes. In today's challenging market conditions, where the primary focus is on market share, this is a must-read."
—BARRY S. GOLDSTEIN, Senior Vice President, Global Sales Strategy & Operations, Starwood Hotels & Resorts Worldwide, Inc.

"Karr's book clearly identifies what it takes to be a highly effective sales leader. The principles in Karr's book are concise and illuminating. Follow his system and your sales organization will succeed in any market. An absolute must-read."
—MIKE BEAUDRY, Division President, United Natural Foods, Inc. (UNFI)

"Karr does it again! Lead, Sell, or Get Out of the Way gives you the ultimate approach to giving added value to customers and creating value for yourself ... The seven traits are what's needed in today's world, and this book is an outstanding guide to becoming proficient in all of them."
—DAVID PRENG, Preng & Associates, The Global Energy Search Leader

What is the one quality that all successful people have in common?

They have mastered the art of dealing with people!

Let this book show you how to:
Achieve your goals Handle the human ego Become a master conversationalist Make others feel good about themselves And much more!
Skill
with people is the one essential ingredient for success and happiness
at home and in business. "The Art of Dealing With People" gives you the
skills to take your people skills to a level that you never thought
possible!

Skill in human relations is similar to skill in any
other field, in that success depends on understanding and mastering
certain basic general principles. You must not only know what to do, but
why you're doing it.

As far as basic principles are concerned,
people are all the same. Yet each individual person you meet is
different. If you attempted to learn some gimmick to deal successfully
with each separate individual you met, you would be face with a hopeless
task.

Influencing people is an art, not a gimmick. When you
apply gimmicks in a superficial, mechanical manner, you go through the
same motions as the person who "has a way," but it doesn't work for you.


The purpose of this book is to give you knowledge based upon an
understanding of human nature: why people act the way they do. The
methods presented in this book have been tested on thousands of people
who have attended my human relations seminars. They are not just my pet
ideas of how you should deal with people, but ideas that have stood the
test of how you must deal with people. That is, if you want to get along
with them and get what you want at the same time.

Yes, we all
want success and happiness. And the day is long past, if it ever
existed, when you could achieve these goals by forcing people to give
you what you want. And begging is no better, for no one has respect for,
or any desire to help, the person who constantly kowtows and literally
goes around with his hand out, begging other people to like him.

The
one successful way to get the things you want from life is to acquire
skill in dealing with people. Download now and you will learn how.


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