Taking his cue from the legendary Hollywood deal maker, Swifty Lazar who once said “Make something happen before lunch,” Stephan Schiffman has boiled down his extensive business experience into inspirational lessons that any business professional can use. Now Schiffman focuses his attention on the art of building and maintaining business relationships. Drawing on his lifetime of experience training sales people at Sprint, AT&amp;T, American Express, and Chase, Schiffman offers fifty invaluable nuggets of field-tested business advice including: Discover the joy of rejection. Don’t take yes for an answer. Remember people live 2 weeks at a time. Don’t confuse an obstacle with a tragedy. With each tip providing a fresh insight into overcoming whatever the business world throws at you, Schiffman will change the way you think about business and success.

Make It Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want

Schiffman, Stephan

Health, Fitness & Dieting

McGraw=Hill

Turn common objections into BIG OPPORTUNITIES! It costs too much… We're switching to overseas vendors… Let me think about it… NO! You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections--and How to Overcome Them helps you choose which direction is the best approach and gives you the tools you need to defl ect that obstacle and make the sale. Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any "No" into a done deal. At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turns perceptions of you from sales rep to ultimate problem solver.

25 Toughest Sales Objections-and How to Overcome Them

Business & Money

Marketing & Sales

“Stephan Schiffman can make a believer, and a winner, out of almost anyone!” ―Ken and Daria Dolan, former hosts of CNN’s Dolans Unscripted All great salespeople have one skill in common: They know how to build powerful relationships that benefit everyone. Stephan Schiffman, America’s top sales trainer, has taught this maxim with impressive results to more than 600,000 salespeople at some of the world’s top companies. In Make the Sale Happen Before Lunch, he offers 50 proven, easy-to-implement strategies you can use to:
<ul>
<li>Get your next phone call returned </li>
<li>Set up a meeting with a reluctant prospect </li>
<li>Formulate one simple question to learn where you stand with your contact </li>
<li>Rebound instantly from real or perceived obstacles </li>
<li>Frame questions to get a favorable response </li>
<li>Recast your product to fit your contact’s specific needs</li>
</ul>
Once you master Schiffman’s 50 cut-to-the-chase strategies, you’ll get in the habit of setting something important in motion for the future―each and every business day.

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

Business Culture

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:
<ul>
<li>Believe in what you’re selling </li>
<li>Help your client solve a problem </li>
<li>Do your research </li>
<li>Set the tone for the conversation―and establish the pace </li>
<li>
Listen before you talk </li>
<li>Ask the right questions―for the right reasons </li>
<li>Never say, “I absolutely guarantee that”</li>
</ul>
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.

Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB)

From America’s #1 sales trainer--the ultimate closer's guide for selling services 
Stephan Schiffman--the acclaimed author of The 25 Habits of Highly Successful Salespeople and other top-selling sales books--applies his proven strategies to help you get the edge in one of the most challenging but potentially rewarding categories in the sales game. In Secrets of Selling Services, Schiffman teaches you how to:
<ul>
<li>Build your communication skills </li>
<li>Listen to your clients </li>
<li>Sell a personal relationship </li>
<li>Boost your confi dence </li>
<li>Create client confi dence </li>
<li>Deliver quality customer service</li>
</ul>
Schiffman arms you with winning ways to price, position, and present business services as products that solve problems--thereby overcoming buyer resistance to committing to products that they cannot see or touch. Whether the product is accounting, legal advice, IT services, sales training, or any other service, you'll learn how to sell more of it in the Secrets of Selling Services.

Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close: Everything You Need to Sell What Your Customer Can't See--from Pitch to Close

Industries

A proven program to maximize your sales . . . with a money back guarantee! In this indispensable new guide, sales consultant and trainer Steve Schiffman reveals the methodology of high-efficiency selling. This innovative and solid strategy can lead to greater sales, better time management, and improved long-term business partnerships. The bestselling author of Cold Calling Techniques stakes out new territory by offering a unique approach to the four phases of the sales cycle: prospecting, interviewing, presentation, and closing. Schiffman's breakthrough techniques help you reduce stress, develop a better long-term "fit" with customers, and—best of all—increase sales by focusing on: <ul>
<li>Attitude—the single most important factor in holding on to customers.</li> <li>Creating your personal prospecting plan—making the calls, drafting attention and identification statements, delivering the request.</li> <li>Executing, refining, and developing the cold call.</li> <li>The ten commandments of contacting target companies.</li> <li>The tools, questions, and goals you need for an effective client interview.</li> <li>Simple—and effective—closing techniques. "Stephan Schiffman is an internationally recognized sales trainer who speaks my language: practice, prospect, present, progress!" —J. Alexander Hill, VP, Sales and Distribution, Nomadic Display. "High-Efficiency Selling can make a believer, and a winner, out of almost anyone!" Ken and Darla Dolan, Hosts of the nationally syndicated radio program, "The Dolans". YOUR MONEY BACK GUARANTEE After completing the program and submitting the practice and tracking materials described in it, the author will refund the purchase price of the book if not completely satisfied (see details inside). </li> </ul>

High-Efficiency Selling: How Superior Salespeople Get That Way

Management & Leadership

wiley

Includes definitions for an A to Z list of business terms that should be familiar to all potential entrepreneurs.

The Young Entrepreneur's Guide to Business Terms (Watts Reference)

Teen & Young Adult

Franklin Watts

Make It Your Business: The Definitive Guide to Launching and Succeeding in Your Own Business

The author of Cold Calling Techniques (That Really Work) provides entrepreneurs with innovative strategies for building a prosperous business, shepherding readers through four key stages, from "starting out" to "growing up," to success.

Atria

More than 20 years ago, Stephan Schiffman launched his own business--D.E.I. Management Group, Inc.--and built it into a major financial success. Now, Schiffman reveals his innovative and business-building strategies--from conceptualization to cashing out--in one complete and concise guide written specifically for the entrepreneur and small business owner.

Make It Your Business: The Definitive Guide to Launching, Managing, and Succeeding in Your Own Business

Business Development & Entrepreneurship

Sound Ideas

Outlines a program for improving sales technique by emphasizing attitude, prospecting plans, goals for an effective client interview, and simple closing techniques.

High Effeciency Selling: How Superior Salespeople Get That Way

Simon & Schuster Audio

See the best price to sell, buy, or rent books by Schiffman, Stephan. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Schiffman, Stephan