The First Discipline of Sales: Telesales and Closing Techniques

Author: Sheffman Jiyanyan et al.
Publisher:
Publish Date: 2003-03-01
Features: This book has consistently ranked at the top of the best-selling list on Amazon.com. Since its publication in 1997, it has been revised to its fourth edition, with numerous new modifications and additions made in the fourth edition in 1999. Over the past decade, the sales training company founded by the authors has provided training to 450,000 salespeople from 900 companies worldwide, with results that are undeniable. Even without the authors personally teaching, many companies use this book as a textbook, not only in the United States but also in China. This is also one of the reasons for the Chinese edition of the book. Cold calling to find business opportunities and successful negotiation to sign contracts are the beginning and end of business activities, and are key to sales success. Most salespeople face difficulty or lack experience in securing face-to-face meetings through initial phone calls. Additionally, how to deal with competitors and secure sales contracts while maximizing benefits as quickly as possible is also a major concern for salespeople. Steve Sheffman is a top-tier corporate sales training master in the United States. During his 25-year career, he has trained salespeople from 90,000 companies, totaling 250,000 individuals. In this book, Steve Sheffman provides salespeople with practical methods, techniques, and experiences that can be immediately applied to real-life situations through real-life examples.