Stephan Schiffman's Sales Essentials

I loved this book. My sales weren't as good as I needed to reach my goals, and I was getting discouraged. I purchased this book and learned many skills to improve my cold calling, initial meetings, and closing skills. Stephan Schiffman takes you through the entire sales process and helps you identify areas of weakness. He teaches you responses to objections when you are cold calling via telephone and provides many different scenarios for application of his techniques. One primary benefit of the book was that I could apply what I read immediately. This book helped me improve the number of closes I was making by giving me appropriate questions to ask when I was in the initial meetings. This new way of questioning has enabled me to truly tailor my product and presentation to the specific needs of the prospect, and as a result, many of these prospects are now my customers. I have also been able to schedule more follow-up meetings. The previous review states that Mr. Sciffman has simply re-written a previous book, but since this is the first book of his I have read, all of the information was new to me. I have given this book 5 stars, and will be referring back to it regularly. I also purchased Stephan Schiffman's "250 Sales Questions to Close the Deal." I think this book will benefit anyone who is not getting the results they want, and knows that something must change. This book helped me change for the good.