In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson.

Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting, or professional services, this episode provides practical techniques to enhance your business development approach and close more deals.

Visit: https://therainmakingpodcast.com/

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Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies.

Steve is the author of over 70 best-selling sales books: Cold Calling Techniques (That Really Work!), Stephan Schiffman's Telemarketing, The 25 Sales Skills they don’t Teach at Business School, The 25 Sales Strategies that will Boost your Sales Today, The 25 Most Common Sales Mistakes, The 25 Sales Habits of Highly Effective Salespeople, Closing Techniques (That Really Work!), Asking Questions, Winning Sales, Getting to “CLOSED,” Sales Just Don’t Happen and The Big Bang.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://steveschiffman.com/

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