University of Minnesota - UMN Executive Leadership Insights
The 250 Power Words That Sell
Book

The 250 Power Words That Sell

The Words You Need to Get the Sale, Beat Your Quota, and Boost Your Commission

Stephan Schiffman
Adams Media, 2013
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Editorial Rating

7

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  • Applicable

Recommendation

Sales expert Stephan Schiffman’s latest manual features lists of powerful words and phrases that help salespeople close sales. He explains when and how to use these verbal tools, offering invaluable tradecraft. Some techniques seem problematic – for example, suggesting that salespeople leave the name of a colleague who has been in contact with the prospect before to get a callback in response to their phone message. However, most of the book’s recommendations are effective and time-tested. getAbstract recommends that salespeople go beyond the word lists; study Schiffman’s tactics on how to use these messages to build sales success.

Summary

Words Count

What words and sentences do you utilize when you speak with prospects? Do you ask, “What is your company doing now?” Are you citing “benefits,” “features” and “increased profits”? Do you say, “We should get together and talk”? If not, you should. Each word, phrase or sentence you use should deliver sales-promoting power that engages your prospects. Learn to use these and other powerful words to close your sales.

Like a plumber with a wrench or a carpenter with a square, words are the tools you use to do your job and earn your living. You need to know the most effective words for each job and how to wield them. Keep the most powerful words ready and at your command. Use these words during the four phases of making a sale: “prospecting, interviewing, presenting and closing.”

“What to Say When You’re Prospecting”

“Cold calls” are the most basic component of prospecting. Every telephone cold call has one goal – to secure an appointment – and five steps: 1) Secure the attention of the prospect: “Good morning, Mr. Jones”; 2) introduce yourself and your company: “This is John Johnson from the XYZ Company. We specialize in information systems...

About the Author

Stephan Schiffman, a leading corporate sales trainer, is the author of Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).

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