Corporate Sales Trainer Stephan Schiffman

Stuck in a rut together with your approaches for success? Stephan Schiffman lets you know how to be a mover and a shaker.

Your fingers tremble as you dial your potential client’s contact number, your heart beats in quick-paced thuds as you await the line to get. Brrrring, brrring, brrring. "Hello?" You shuffle your notes before you, reminding yourself you are ready because of this one, and with a deep breath, you deliver your pitch. Then your dreaded words: "Thanks, but we’re not interested." Click. Another deal bites the dust. Or does it?

Ask renowned corporate consultant and writer of MAKE IT WORK Before Lunch Stephan Schiffman what the main part of business success is, and he’ll let you know it’s all about addressing the next phase in your business relationships. But precisely how do you do this when you constantly come across so many "no" answers? We asked Schiffman, who spent some time working with companies like AT&T and Aetna U.S. Healthcare, to talk about his tips about how to reach the next phase to carefully turn rejection into profit.

Entrepreneur.com: You speak a good deal about creating a passion, an excitement and a confident attitude toward your business. How come that this important part of business success?

Stephan Schiffman: Unless you have confidence in your product, you are not going to have the ability to sell it. The number-one reason smaller businesses fail is insufficient sales. It sounds ridiculous, but that’s really what goes on. If the entrepreneur doesn’t genuinely have a passion for the business enterprise, they’re never likely to be successful. They need to absolutely, positively think that they’re the very best ever, if not they’ll never ever obtain product sold.

"My objective is to can be found in each morning and say, ‘What am I likely to do today that will get me further ahead than yesterday?’ I don’t await something to occur; I make it work."

Entrepreneur.com: How can you maintain that energy when confronted with "no" answers?

Schiffman: When you create your business plan, you need to be realistic in what your expectations are. A lot of people aren’t realistic, plus they really don’t understand how long it does take before linked with emotions . make real money plus they don’t know just how many rejections, "nos" and downtime they will have to proceed through. The concept is to check out your projections and tell yourself, "It does take me a year-and-a-half [to be successful]. And for the reason that year-and-a-half, 150 folks are likely to say no if you ask me, yell at me or whatever, however in spite of that, I’ll make money." The problem is, nobody considers it that way; they always think it will happen immediately. When I started my business 21 years back, I knew I’d get clobbered each day, and I knew it had been likely to happen for six, seven and even eight months, but I didn’t quit because I knew it could change.

Entrepreneur.com: What exactly are some systems that entrepreneurs can simply incorporate to their business which will take them to another step? Where as long as they begin?

Schiffman: The largest issue is that a lot of people sit back, have great discussions, but never ask, "What do we do next?" They don’t really suggest it, they don’t really ask it, so the final result is that they never reach the next phase. Half of getting to another step is merely saying to somebody you’re ending up in, "What do we do next? How do we interact?" People respond in kind. When you ask somebody about something, they will react to that.

Entrepreneur.com: You encourage your readers to understand to love rejection. What benefits can entrepreneurs glean from rejections and losses?

Schiffman: I used to tape record my calls and pay attention to the individuals who said no if you ask me. Then i decided there needed to be an easier way. When I call someone, I just about know what they will say. THEREFORE I asked myself, "Why am I looking forward to them to state they’re not interested?" Now I could actually tell someone, "I bet you are not interested," and they’re going to say "Yes, you’re right." I QUICKLY say, "You understand why? Because I haven’t shown you this, this or this." Suddenly, I’ve a different conversation.

Entrepreneur.com: What do you see as the single most effective strategy a business owner can have? What’s underneath line?

Schiffman: Make it work. I’ve about 70 individuals who work for me personally, and I possibly could be busy each day with people just getting into my office. EASILY just sat here, inevitably, through the entire course of your day, everybody would can be found in and work with me. But my objective is to can be found in each morning and say, "What am I likely to do today that will get me further ahead than yesterday?" I don’t await something to occur; I make it work.

Entrepreneur.com: Any other advice for companies who want to improve the bar on their degree of success?

Schiffman: Smaller businesses tend to miss the process. You can’t take shortcuts running a business. Feel the process. Live the business enterprise, 24 hours, 7 days per week. If you live the business enterprise, you’re more likely to be successful than invest the a shortcut and make an effort to get rich quick. It doesn’t work.

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