Book Description
Think like America’s #1 sales trainer—and close more deals than ever
Stephan Schiffman has trained more than half a million sales professionals. No one understands the sales mindset better.
In The Power of Positive Selling, Schiffman provides instruction, tips, anecdotes, and inspiration that are guaranteed to help you overcome negative thoughts, feel confident in any sales situation, and remain positive no matter what happens. Inside, you’ll find 30 surefire tactics to make sure your mind doesn’t devolve into that self-destructive pessimism we’ve all experienced. Learn how to:
- Believe in what you’re selling
- Help your client solve a problem
- Do your research
- Set the tone for the conversation—and establish the pace
- Listen before you talk
- Ask the right questions—for the right reasons
- Never say, “I absolutely guarantee that”
The culmination of a lifetime of sales training excellence, The Power of Positive Selling has all the insight you need to defeat the negativity and dramatically improve your attitude, your behavior, and your sales record.
Table of Contents
- Cover Page
- The Power of Positive Selling
- Copyright page
- Contents
- Acknowledgments
- Introduction
- Part I Putting Your Best Foot Forward
-
Part II Ready, Set, Sell!
- 11 Aligning Your Goals with Your Customer
- 12 Do Your Research
- 13 First Impressions Count
- 14 Setting the Tone for the Conversation
- 15 Establish the Pace
- 16 Listen Before You Talk
- 17 How to Ask Questions
- 18 Ten Things You Should Never Say
- 19 Ending the First Conversation
- 20 The Importance of Positive Follow up
- Part III From Start to Close
- Index