Upselling Techniques

That Really Work!

By: Stephan Schiffman

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Paperback | 28 February 2005

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In today's sales environment, upselling is more than a "nice extra"-it's an integral part of your sales pitch and possibly built into your quotas. So how can you do your best to maximize this important area of your job? In Upselling Techniques (That Really Work!), America's # 1 corporate sales trainer Stephan Schiffman gives you a complete system for developing and executing successful upselling plans for new and existing accounts-without pushing the envelope too far. This must-have guide includes time-tested strategies that will help you: -Increase the size of your average sale -Develop a unique strategic plan for important customers -Position yourself as an irreplaceable business ally -Fend off the competition, hold on to the account . . . and expand its value over time! Upselling Techniques (That Really Work!) is the only book you need to boost sales, build relationships, and increase your bottom line. 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 Closing Techniques (That Really Work!), 4th Edition. 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. *

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