The 250 Sales Questions To Close The Deal (English Edition)

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		The 250 Sales Questions To Close The Deal (English Edition)
		The 250 Sales Questions To Close The Deal (English Edition)

Expert Q&A that wins the deal--every time!

The key to more sales is closing more deals--and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this new Schiffman classic is a gold mine of practical information for all salespeople--newcomers and veterans alike. The 250 Sales Questions to Close the Deal offers cutting-edge sales questions in six core areas to help you:
Initiate contact with prospective clientsBuild rapport with your customersHelp secure the "Next Step" with every prospectCraft customized presentationsCope with setbacks or obstaclesNegotiate and finalize the best deals
No matter what you're selling--or to whom you're selling it--you'll sell more with Stephan Schiffman by your side!

网友对The 250 Sales Questions To Close The Deal (English Edition)的评论

本书是为了销售人员编写的。我还没有看。但是标价9.95美元，卖73.5元人民币，似乎贵了好多。
希望物有所值吧，好好看一看，得对得起多出的钱啊。呵呵。

I read this all the way through once and then went back and took notes regarding my favorite 2-3 questions in each section. It's great to have this info with me to review prior to going into a sales call. And, like anything, the more you practice and use the questions the more naturally they come to you. It's not a book to memorize so you can fire one questions after another at a customer.

It's a book that helps you better understand why the sales process isn't about "closing" - it's about discovering information so you can help your customers understand THEIR reasons for buying - and letting them "close" themselves. This is a great book for those new to the sales field as well as those of us career salespeople who need a little reminding that we're here to help the customer help themselves discover reasons to buy from us. I've bought copies for all of my salespeople and highly recommend this book to salespeople and sales managers alike.

Although redundancy helps you remember the point, the title is misleading. It is more like 100 questions and 3 or more ways to ask the same question. (maybe I'm being unfair....it may be 101, but it may only be 98 as well).
Best for the salesperson who is in a slump, a s it's a nice refresher. May not be helpful to a newbie, who needs more confidence than robotics.

very helpful

There's a lot here to help sellers who want to be more effective and for those who don't use questions to advance the sale. But I have two minor complaints about this one that kept me from giving the full 5 stars.

First is the title. You could argue that questions to open the sale and build rapport ultimately result in more closed sales. You'd be right. I think that's why this book is called "The 250 Sales Questions to Close the Deal." On the other hand, you'd be shortchanging yourself if you entered into this book with such a narrow focus. There are questions here for every part of the sales process and for every selling situation. So don't box yourself in when you read this book.

Second is the (accidental) implication that these questions will somehow work magic. Even though there are other questions called out at the beginning as not being magic, the 250 questions and descriptions that follow seem to suggest that if you just ask the question, then POOF! the sale will advance. When you read this, keep in mind that there is no "trick" or scripted question that will do the work of selling all by itself.

Having said this, I know from experience in the field with many sellers and from my own research on questions used in selling that there are some excellent questions offered in this book. Many of the questions here questions you never thought about asking before. I believe that any seller who asked more of these questions would gain confidence, get new information and connect with buyers in more meaningful ways.

I have read most of Stephen Schiffman's books and I adhere to most of his ideas with above-average success. Unfortunately, this book falls short of some of his better books, most notably "Closing Techniques" and "Cold Calling Techniques (That Really Work)."

I don't know how he arrived at the number 250, but it is a stretch to say there are 250 different questions. More likely, there are variations of about 100, if that many. For example, if a prospect tells you to call back after the busy season, like in February for instance, you are to ask "Why February?" That's one of the 250 questions. "You don't mind if I take notes, do you?" is a question. So are "Who did you work with last time?" and "Why them?"

Schiffman gets beaten-up at times for being repetitive, and while I don't always agree with that assessment, he certainly is in this book. Also, one of his first points is about asking for the appointment when cold-calling. Now this was covered - quite successfully may I add - in his book "Cold Calling Techniques." In this book however, he recommends that you ask (and this is one of the 250) "What I'd like to do is get together with you this coming Tuesday at 10:00 - does that make sense?" I can't imagine asking someone for an appointment like that! It doesn't seem natural. But he insists that it works, so if you try it, let me know.

I'll conclude by saying that there is usually some snippet of useful information in most any book, and there are some thought-provoking ideas in this one. But don't bother buying it, go to a Books-A-Million or Borders and grab a copy and skim through it while drinking a cup of coffee. In about 20 minutes or so you'll have gotten the gist of what he's saying.

Does that make sense?

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