Stephan Schiffman founded the D.E.I. Management Group in 1979. His first major breakthrough as a worldclass sales trainer and thinker came in 1987 when he published his first and now annual best-selling book, Cold Calling Techniques (That Really Work!).

As a result of this international success D.E.I. has since become the pre-eminent trainer in prospecting, appointment-making and business development. Schiffman's success owes as much to his thinking in the area of selling as to any techniques he has developed. No one technique has any real power when it is out of the context of a system or process and much sales training has fallen foul of being completely without process or foundation. In fact, far too much sales training is a list of re-sorted clichés designed to get the trainer through the day! 

 Stephan Schiffman treats selling as a skilful and practical process that is repeatable and measurable and that has to be - seriously - practiced.

Since 1987 he has published 30 books including the ground-breaking Getting to Closed which turns traditional ideas about prospect qualification and sales pipelines on their head.

Schiffman's ideas about selling and his systems and techniques are honest, direct - and proven. Whether you need to make 10 sales a week or 6 sales a year, the worst you could do is to read the opening chapters from either of the above books. It will probably change your mind about almost everything you take for granted about selling - but it will help you to sell more and to keep on selling.

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