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Make The Sale Happen Before Lunch

Book Description

“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:

• Get your next phone call returned

• Set up a meeting with a reluctant prospect

• Formulate one simple question to learn where you stand with your contact

• Rebound instantly from real or perceived obstacles

• Frame questions to get a favorable response

• Recast your product to fit your contact’s specific needs

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.

Table of Contents

  1. Cover Page
  2. Make The Sale Happen Before Lunch
  3. Copyright Page
  4. Dedication
  5. Contents
  6. Introduction
  7. Part One Make Something Happen By . . . Getting Obsessed About The Right Stuff
    1. Rule 1: Throw Out the Ball
    2. Rule 2: Obsession Without Discipline Equals Chaos
    3. Rule 3: Act Where You Want to Be, Not Where You Are
    4. Rule 4: Focus with Specificity on Your Next Step
    5. Rule 5: Create a Sense of Urgency
    6. Rule 6: People Respond in Kind
    7. Rule 7: Understand That People Communicate in Stories
    8. Rule 8: Expect Negative Initial Responses
    9. Rule 9: Know Where You Add Value
    10. Rule 10: No Contact Base Is Big Enough
    11. Rule 11: Know Your Personal Commercial
    12. Rule 12: Lie to Your Own Brain — So You Can Hardwire Your Best Moves
    13. Rule 13: Accept That Genius Without Ego Is Impossible
    14. Rule 14: Become a Virtual Employee
    15. Rule 15: Get Redundant — by Building Backup Plans for Contacts Who Are Depending on You
    16. Rule 16: Plan Your Key Questions
    17. Rule 17: Learn to Say “Next!”
    18. Rule 18: Act Confidently on Good Ideas
    19. Rule 19: You Win When You Lose
    20. Rule 20: Focus on Your Resources, Not Your Obstacles
    21. Rule 21: Find Your Passion
  8. Part Two Make Something Happen By. . . Using A Process That Gets You To The Next Step
    1. Rule 22: Rewrite the Rules Whenever You Can
    2. Rule 23: Put the Times Square Principle to Work for You
    3. Rule 24: Make Calls for an Hour a Day
    4. Rule 25: Know the Buy-in Process
    5. Rule 26: Get It All Down in Black and White
    6. Rule 27: Turn Responses Around
    7. Rule 28: Don’t Get Sidetracked — Use the Ledge
    8. Rule 29: Ask Why They’re Not Working with You Now
    9. Rule 30: Live Off Peak
    10. Rule 31: Solidify Your In-Person Opening
    11. Rule 32: Know Where You Add Value
    12. Rule 33: Ask About the Past, the Present, and the Future
    13. Rule 34: Ask “How” and “Why” Questions
    14. Rule 35: Spend at Least 75 Percent of Your Time Gathering Information
    15. Rule 36: Verify Before Recommending Anything
    16. Rule 37: Manage Your Opportunities Effectively
    17. Rule 38: Build Your Schedule Around the Board
    18. Rule 39: Build Your Proposal Around Core Objectives
    19. Rule 40: Dare to Be Wrong
    20. Rule 41: Say, “It Makes Sense to Me — What Do You Think?”
  9. Part Three Make Something Happen By . . . Toughing It Out Until You Catch A Break
    1. Rule 42: Beat “Bad Days” to the Punch
    2. Rule 43: Learn to Love “No”
    3. Rule 44: Don’t React — Respond
    4. Rule 45: Be Willing to Walk Away
    5. Rule 46: Use Fallbacks Effectively
    6. Rule 47: Ride to the Rescue
    7. Rule 48: Break the Walls of the Aquarium
    8. Rule 49: Think Big Enough to Outlast “Defeat”
    9. Rule 50: Failure Is a State of Mind . . . Success Is a State of Action
  10. Bibliography
  11. Acknowledgments
  12. About the Author