Stephan Schiffman, "Upselling Techniques: That Really Work!"
Adams Media | 2005 | ISBN: 1593372736 | 192 pages | PDF | 1,2 MB
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.Summary: Upselling is more than a 'little extra' ...Rating: 5The author has given some upselling plans for new and existing accounts in this book. The author talks right from what is upselling to the essential upselling priniciples. Some pointers are given for upselling over the phone and for a face-to-face interview with a cusotmer. If you have some free time this book is worth looking into. Also recommended: 25 Sales Habits of Highly Successful Salespeople, 25 Most Common Sales Mistakes, The little red book of selling by Jeff Gitomer, Crossing the Chasm, Made in Japan, Marketing Warfare, The World is Flat, Salesmanship, Only the Paranoid Survive. Summary: Insightful!Rating: 4Like many busy people who need to absorb or teach information in a hurry, Stephan Schiffman never met a bullet point he didn't like. Indeed, his staccato chapters depend on them like a fast food meal needs quick hits of French fries. You probably couldn't present a comprehensive sales training course without mentioning Schiffman, who's been a high-profile sales training leader for more than 20 years. Although his advice is as sound as ever, this book has an episodic structure that seems jumpy. However, the book is written for busy sales professionals, and Schiffman's first rule of sales is to know your audience. Sales executives and business travelers will find this an easy, useful read. Because of its business relevance, we heartily recommend this book to trainers, sales managers and those on the front lines looking for ways to make the most of every deal.
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