Schiffman, Stephan

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SCHIFFMAN, Stephan

PERSONAL:

Male.

ADDRESSES:

Office—DEI Management Group, 888 Seventh Avenue, 9th Floor, New York, NY 10010. E-mail—[email protected].

CAREER:

Business consultant and author. DEI Management Group, New York, NY, founder and president. Speaker on radio and television programs.

WRITINGS:

The Consultant's Handbook: How to Start and Develop Your Own Practice, B. Adams (Boston, MA), 1988.

Power Sales Presentations: Complete Sales Dialogues for Each Critical Step of the Sales Cycle: Qualifying, Interviewing, Presentation, Closing, B. Adams (Boston, MA), 1989.

Cold Calling Techniques That Really Work, B. Adams (Boston, MA), 1987, fourth edition, 2000.

The Twenty-five Sales Habits of Highly Successful Salespeople, B. Adams (Holbrook, MA), 1991.

Stephan Schiffman's Telemarketing, B. Adams (Holbrook, MA), 1992, revised as Stephen Schiffman's Telesales, Adams Media (Avon, MA), 2002.

Closing Techniques That Really Work!, B. Adams (Holbrook, MA), 1994, third edition, 2004.

The Twenty-five Most Common Sales Mistakes—And How to Avoid Them, Adams Publishing (Holbrook, MA), 1995.

High-efficiency Selling: How Superior Salespeople Get That Way, Wiley (New York, NY), 1997.

Make It Your Business: The Definitive Guide to Launching, Managing, and Succeeding in Your Own Business, Pocket Books (New York, NY), 1998.

The Twenty-five Sales Strategies That Will Boost Your Sales Today!, Adams Media (Holbrook, MA), 1999.

Make It Happen before Lunch: Fifty Cut-to-the-Chase Strategies for Getting the Business Results You Want, McGraw-Hill (New York, NY), 2000.

Getting to "Closed," Dearborn Trade (Chicago, IL), 2002.

Sales Just Don't Happen: Twenty-six Proven Strategies to Increase Sales in Any Market, Dearborn Financial (Chicago, IL), 2002.

Twenty-five Sales Skills They Don't Teach You at Business School, Adams Media (Avon, MA), 2002.

The Young Entrepreneur's Guide to Business Terms, Franklin Watts (New York, NY), 2003.

The Twenty-five Most Dangerous Sales Myths, Adams Media (Avon, MA), 2004.

Author of sales-related videos and audiobooks, including Getting Through: Cold Calling Techniques to Get Your Foot in the Door, 1994. Contributor of articles to periodicals.

SIDELIGHTS:

Stephan Schiffman is a certified management consultant who has become one of the top corporate sales trainers in the United States. Schiffman is the author of a number of books, videos, and audiobooks that focus on effective selling techniques, including Cold Calling Techniques That Really Work!, Twenty-five Sales Skills They Don't Teach You at Business School, and Stephan Schiffman's Telesales. Commenting on Schiffman's audiobook Getting Through: Cold Calling Techniques to Get Your Foot in the Door, Nancy Spillman explained in a Booklist review that "Schiffman projects vitality and enthusiasm as he relates to aspiring salespeople his proven strategies for increasing income, sales, and promotions."

A reviewer for the Dallas Business Journal said that while little enthusiasm exists for cold-calling business prospects, Schiffman's Cold Calling Techniques That Really Work! "simplifies the basic techniques aimed to warm staff to the art of cold calling." Schiffman believes that in the future, most cold calls will be made over the telephone, and he outlines the five steps to success in this area. Among Schiffman's suggestions is to keep the conversation on a positive note by asking the potential customer questions that will elicit a "Yes" answer.

Reviewers complemented the style, strategies, and comprehensive information found in Cold Calling Techniques That Really Work! Jeffrey D. Smith noted in Sales and Marketing Management that Schiffman "also includes sound advice on overcoming objections, reaching the decision maker, and self-motivation, as well as an appendix containing complete scripts for phone techniques." Smith concluded that "If you really want to sell, this book will provide you with a wealth of ideas to improve your cold-calling techniques."

BIOGRAPHICAL AND CRITICAL SOURCES:

PERIODICALS

Booklist, January 15, 1994, Nancy Spillman, review of Getting Through: Cold Calling Techniques to Get Your Foot in the Door (sound recording), p. 955.

Dallas Business Journal, January 28, 2000, review of Cold Calling Techniques That Really Work!, p, 69.

Library Journal, Mark Guyer, November 1, 1998, review of Make It Your Business, p. 137.

Philadelphia Business Journal, November 23, 2001, review of Cold Calling Techniques That Really Work!, p. 21.

Sales and Marketing Management, November 1991, Jeffrey D. Smith, review of Cold Calling Techniques That Really Work!, p. 118.