Closing Techniques (That Really Work!)

When I read Schiffman's book Cold Calling Techniques (That Really Work!) (possibly the best book on cold calling I've ever read), I knew I needed to read the rest of what Stephen Schiffman had to offer.Although not quite as impressive as his book on cold calling, this book on closing sales has a lot to offer even the most experienced of salespeople. It's obvious to me that the author has a deep insight into what actually work, and that his ideas come from actual sales experience, over a long career.For example, he tells us that about a third of the sales could be made by clerks, no real sales ability is needed...a third of presentations will not result in a sale...no matter what you do...and the last third depend on your competence as a trained salesperson. Maybe the percentages are a little different in my own experience, but he makes a really valid point. No technique works all the time, with everyone...and ho matter what sales methods you use, you'll still get some sales.But he said something I underlined, then wrote it down, then posted it in my blog...."Closing is agreeing". Closing isn't a battle of wills, it isn't overcoming objections...it's finding agreement. And he goes on to say that "You cannot force a prospect to do anything". He then goes on to explain exactly what he means, and how you can use agreement to further the sale, instead of counter punching.And, then on page 48 (of the print edition) he let's you in on the big secret. It's a secret that just about every high earner knows (that I've met), and beginning salespeople never know. I won't spoil it for you, but you can't miss it.There are plenty of sales and closing scripts to be seen here. Each one is tested, I'm sure. They all read like techniques that have been proven and will deliver. In fact, the last 25% of the book is nothing but scripts for cold calling, referral prospecting, presenting, answering concerns, and closing. It's all there.It's obvious by the material that the author's expertise is in corporate selling, but with a minimum of tweeking, everything presented here would work in any sales industry.Certainly worth the price of admission.

This book is AMAZING! It has helped me to get so much better at closing things. Refrigerators, pickle jars, treasure chests, exotic jelly containers, stubborn rubbish bins and even flip phones! Before my half-sister Margaret "The Human Crowbar" Shipley bought this for me, I could barely close my own mouth. If you want to learn how to close things so that they don't suddenly spring open and scare you off your bunk bed in the middle of the night, then this book is for you! Great job author!!

This short, useful book will give you insights into the sales cycle and how to effectively close. The book itself is quite short and a pretty quick read. There are scripts included in the Appendix, as well as a few "sample" sales call dialouges. The meat, however, lies in the simple concept of doing your homework during the sales process. By serving in the role of partner, rather than vendor, the closing of the sale will be easier and not require the tricks and unprofessional pressure techniques that give the profession a bad name. A good read, and a quick one.

not for me.

I've read sales books from just about every author on the subject. Without question, Schiffman's are the best in the genre and I owe a lot of my sales success to the techniques he teaches with pragmatism within each of his books, especially this one.

This is the 3rd copy of this book that I've owned. When you lend this one out, you never get it back.

Great book.

Good overall book that talks about selling as well. Good information but was more of a broad approach and not really focused on the close but if the system works then you don't need a huge amount of techniques. Would recommend.