Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

by Schiffman, Stephan

• ISBN13: 9780071788687
• ISBN10: 0071788689
• Edition: 1st
• Format: Paperback
• Copyright: 2011-12-22
• Publisher: McGraw-Hill Education

Summary

Taking his cue from the legendary Hollywood deal maker, Swifty Lazar, who once said "Make something happen before lunch", motivational expert and bestselling author Schiffman provides 50 innovative tips to making the most of new and existing business relationships.

Author Biography

Stephan Schiffman is the founder of DEI Sales, which has trained more than 600,000 professionals in over 9,000 companies during the past 30 years. Schiffman has written dozens of bestselling books that have sold well over a million copies, including The 25 Toughest Sales Objectionsand How to Overcome Them, The Power of Positive Selling, The 25 Sales Habits of Highly Successful Salespeople, Cold-Calling Techniques, and Closing Techniques.

Table of Contents

Introduction	p. ix
Make Something Happen By... Getting Obsessed About the Right Stuff
Throw Out the Ball	p. 3
Obsession Without Discipline Equals Chaos	p. 8
Act Where You Want to Be, Not Where You Are	p. 12
Focus with Specificity on Your Next Step	p. 16
Create a Sense of Urgency	p. 20
People Respond in Kind	p. 24
Understand That People Communicate in Stories	p. 29
Expect Negative Initial Responses	p. 33
Know Where You Add Value	p. 37
No Contact Base Is Big Enough	p. 40
Know Your Personal Commercial	p. 44
Lie to Your Own Brain ùSo You Can Hardwire Your Best Moves	p. 48
Accept That Genius Without Ego Is Impossible	p. 55
Become a Virtual Employee	p. 59
Get Redundant ù by Building Backup Plans for Contacts Who Are Depending on You	p. 63
Plan Your Key Questions	p. 66
Learn to Say "Next!"	p. 72
Act Confidently on Good Ideas	p. 76
You Win When You Lose	p. 78
Focus on Your Resources, Not Your Obstacles	p. 81
Find Your Passion	p. 85
Make Something Happen By... Using a Process That Gets You to the Next Step
Rewrite the Rules Whenever You Can	p. 93
Put the Times Square Principle to Work for You	p. 97
Make Calls for an Hour a Day	p. 100
Know the Buy-in Process	p. 103
Get It All Down in Black and White	p. 110
Turn Responses Around	p. 117
Don't Get Sidetracked ùUse the Ledge	p. 122
Ask Why They're Not Working with You Now	p. 127
Live Off Peak	p. 130
Solidify Your In-Person Opening	p. 133
Know Where You Add Value	p. 138
Ask About the Past, the Present, and the Future	p. 141
Ask "How" and "Why" Questions	p. 144
Spend at Least 75 Percent of Your Time Gathering Information	p. 147
Verify Before Recommending Anything	p. 152
Manage Your Opportunities Effectively	p. 158
Build Your Schedule Around the Board	p. 167
Build Your Proposal Around Core Objectives	p. 169
Dare to Be Wrong	p. 172
Say, "It Makes Sense to Me ùWhat Do You Think?"	p. 176
Make Something Happen By.... Toughing It Out Until You Catch a Break
Beat "Bad Days" to the Punch	p. 181
Learn to Love "No"	p. 183
Don't React ù Respond	p. 187
Be Willing to Walk Away	p. 190
Use Fallbacks Effectively	p. 194
Ride to the Rescue	p. 197
Break the Walls $$$$f the Aquarium	p. 199
Think Big Enough to Outlast "Defeat"	p. 203
Failure Is a State of Mind ...Success Is a State of Action	p. 206
Bibliography	p. 209
Acknowledgments	p. 211
Table of Contents provided by Ingram. All Rights Reserved.