The First Discipline of Sales: Telesales and Closing Techniques (4th Edition)

Author: (American) Sheffman, translated by Ji Yan and others
Publisher:
Publishing Date: 2005-01-01
Features: This book has consistently ranked at the top of bestsellers on Amazon.com. Since its publication in 1997, it has been revised to its fourth edition. In the fourth edition of 1999, the author made numerous new revisions and additions. Over the past 10 years, the sales training company founded by the author has provided training to 450,000 salespeople from 900 companies worldwide, with results that are undeniable. Even without the author 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 difficulties or lack experience in securing face-to-face meetings through initial phone calls. Additionally, how to deal with competitors and secure sales contracts as quickly as possible while maximizing benefits is one of the most challenging tasks for salespeople. Steve Sheffman is a top enterprise sales training master in the United States. During his 25-year career, he has trained salespeople from 90,000 companies, totaling 250,000. 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.