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Stephen Schiffman

Expert selling involves more than working hard to understand customer needs; it also requires a sophisticated combination of having empathy for the customer's business challenges and staying alert for opportunities to move relationships forward in the sales process. Schiffman's convincing lesson is easy to absorb and remember. Each section is fine-tuned to explain a specific idea. Much of the message involves the mechanics of being considerate, efficient, energetic, and available. Michael Ferreri has a relaxed confidence that make listeners believe in the author's advice. Ferreri's delivery and the author's concise writing are respectful of listeners' time and deserving of their attention. This production is an essential tool for sharpening one's sales approach and becoming more focused on results. T.W. (c) AudioFile 2007, Portland, Maine

 

Stephan Schiffman has trained over 250,000 salespeople and is president of DEI Managment Group.