Selling When No One is Buying

Growing Prospects, Clients, and Sales in Tough Economic Times

By: Stephan Schiffman

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Paperback | 18 June 2009

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Times are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it?s possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American?s top corporate sales trainer. Schiffman shows readers how to: ? Treat customers individually ? Make life easier for customers in bad times ? Show that bad times won?t last forever ? Reorient their thinking now to prepare for the future Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive?and thrive! The key to success is to learn how to sell when no one is buying. AUTHOR: Stephan Schiffman (New York, NY) has trained more than a half-million salespeople at first such as AT&T, Information Systems, Chemical Bank, Manufacturer?s Hanover Trust, Motorola, and U.S. Health Care. He is president of DEI Management Group and is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (The Really Work!).

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"If there is a serious recession, learning how to keep on selling in a recession will be vital. Sales training might well be the key." (CeoConsultant.com)"

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Non-Fiction Business & Management Sales & Marketing Management & Management Techniques Management of Specific Areas Sales & Marketing Management Kids & Children's Books Reference, Information & Interdisciplinary Subjects Encyclopaedias & Reference Works Economics, Finance, Business and Management

Introduction	p. 10
Learn the New Buying Environment	p. 5
Break Into the New Selling Environment	p. 11
Improve Your Attitude-Or I Wish I Were Dr. Phil	p. 17
You Need a Personal Business Plan	p. 23
Can You Change?	p. 29
Evaluate Your Skills	p. 35
Return to the Fount	p. 43
Soar Higher	p. 49
Keep the Basics in Play	p. 57
Remember: The Rules Have Changed	p. 63
Use Your Intelligence	p. 69
Use Time Wisely	p. 73
Get Over the Peaks and Through the Valleys	p. 81
Find Out What They're Really Saying	p. 89
Network	p. 95
Deal with Your Manager	p. 101
Independent Reps	p. 105
Managers: Learn Your Roles	p. 109
Go After the Elephant	p. 115
Prospecting (Part One)	p. 121
Prospecting (Part Two)	p. 125
Go to the Government	p. 131
The Power of Twelve	p. 135
Give Killer Presentations	p. 141
Nothing Is Forever	p. 145
The New Sales Model	p. 151
Conclusion	p. 155
Index	p. 159
Table of Contents provided by Ingram. All Rights Reserved.

Selling When No One is Buying

Growing Prospects, Clients, and Sales in Tough Economic Times

Industry Reviews

Shipping

How to return your order

Defective items

You Can Find This Book In

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