Closing Techniques (That Really Work!)

Why do I buy these books? More of the same "sales strategy" books. If you've read one you've read them all.

Very weak book. I got a free copy of the authors Cold Calling book and was extremely impressed, so I decided to check out his other work.

This book is very plain and boring, with no real advice, at many points it didn't even feel I was reading a book on closing. It's beyond me how another reader can say it is 'packed with knowledge'.

Buy Cold Calling by the same author, it has a chapter on closing that is better than this whole book.

Stephan Schiffman covers quite a few strategies for closing the sale in this book but I found it to be lacking. Too much of the same old approaches to selling rather than what works (like profiling your customer by personality and catering your sale to their temperament.) If you've read any of his previous works, you'll find information recycled here.

All the best!
Bill White
[...]

Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.

Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people