The 25 Sales Skills They Don't Teach at Business School
- 1h 42m 44s
- Stephan Schiffman
- Brilliance Publishing
- 2014
You can break into today’s cutting-edge sales force¯and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer.
In this Audiobook
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Skill #1 Beware of Bad Advice on the Internet
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Skill #2 Use Company Events to Move the Relationship Forward
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Skill #3 Stop Spinning Your Wheels with People Who Don't Really Want to Work with You—and Start “Following the Yes”
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Skill #4 Harness the Power of “I Didn't Anticipate That”
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Skill #5 Beware “Casual Friday”
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Skill #6 Ask Key Questions about Your Best Accounts
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Skill #7 Find Out What's Changed
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Skill #8 Use E-mail Intelligently
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Skill #9 When in Doubt, Ask for the Appointment
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Skill #10 Don't Try to Close
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Skill #11 Raise Tough Issues Yourself
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Skill #12 Get More Return Phone Calls
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Skill #13 Don't Bring Everything!
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Skill #14 Don't “Product Dump”
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Skill #15 Beyond “Slapshot Selling”
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Skill #16 Master PIPA (Learn the Art of Conducting a Great First Meeting)
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Skill #17 Get Prospects to Open Up to You
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Skill #18 Prepare Questions ahead of Time!
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Skill #19 Don't Present Too Early
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Skill #20 Verify Your Information
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Skill #21 Ask Yourself the Right Questions
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Skill #22 Know What You Want before You Even Walk in the Door
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Skill #23 Work Your Way up the Ladder
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Skill #24 Close the Sale
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Skill #25 Avoid the Ten Most Common Mistakes
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