High Efficiency Selling: How Superior Salespeople Get That Way (Second Edition)

Stephan is a master of corporate sales. He boils techniques down to their simplest and most effective structure. Although I'm no longer in corporate sales, I still find his techniques useful.

As a sales trainer for Performance Insights, LLC, I have read many books on Sales Training, have seen many Sales Seminars, and listened to many Sales Audio CD and Tape Programs. This is absolutely one of the best! "High Efficiency Selling is essentially cooperative asking-oriented selling that benefits the salesperson and customers he or she meets". This questioning process of General, to Specific to Framed Queries results in "customized glove-fitting formal proposals that have a high likelihood of turning into sales". Follow Stephan Schiffman's directions, do the work, and you will get paid! Buy this book!

I'm a partner in a new company and we don't have anybody with sales experience. This book has helped us tremendously. Before reading Schiffman, everything we were doing to try and get sales was wrong! Once we started following his rules we've wound up with more appointments than we can easily handle. In sum, it took us from complete ignorance to a good understand of a system that is easy to use and that respects both the buyer and the seller. I just wish that the idiots who cold-call me at home would read Schiffman!

This book focuses on making you a better sales person. There are no bizzare techniques, just solid advice for improving your selling. We are making it required reading for all our salespeople. I hope our competitors don't find out about this book!

with too many books on sales out there, this is the best---if you do what he says, you will be successful.