Upselling Techniques: That Really Work!
Feb 2005 · Simon and Schuster
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Upselling Techniques is filled with sure-fire techniques for adding more products—and numbers—to your purchase orders!
In today’s sales environment, upselling is more than a “nice extra”—it’s an integral part of your sales pitch and possibly built into your quotas. So how can you do your best to maximize this important area of your job? In Upselling Techniques (That Really Work!), America’s #1 corporate sales trainer Stephan Schiffman gives you a complete system for developing and executing successful upselling plans for new and existing accounts—without pushing the envelope too far. This must-have guide includes time-tested strategies that help you:
-Increase the size of your average sale
-Develop a unique strategic plan for important customers
-Position yourself as an irreplaceable business ally
-Fend off the competition, hold on to the account…and expand its value over time!
Upselling Techniques (That Really Work!) is the only book you need to boost sales, build relationships, and increase your bottom line.
In today’s sales environment, upselling is more than a “nice extra”—it’s an integral part of your sales pitch and possibly built into your quotas. So how can you do your best to maximize this important area of your job? In Upselling Techniques (That Really Work!), America’s #1 corporate sales trainer Stephan Schiffman gives you a complete system for developing and executing successful upselling plans for new and existing accounts—without pushing the envelope too far. This must-have guide includes time-tested strategies that help you:
-Increase the size of your average sale
-Develop a unique strategic plan for important customers
-Position yourself as an irreplaceable business ally
-Fend off the competition, hold on to the account…and expand its value over time!
Upselling Techniques (That Really Work!) is the only book you need to boost sales, build relationships, and increase your bottom line.
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Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.
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