The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman
Summary
In this compact and practical book, Stephan Schiffman draws on decades of sales training experience to identify 25 “habits” that set top salesmen apart from the rest. Unlike books focused on high-level strategy or motivational platitudes, The 25 Sales Habits emphasises daily behaviours and disciplines that make a salesperson trustworthy, effective, and successful.
Though I recall less of this book than others, my notes reveal a clear theme: sales is about trust, problem-solving, and consistency. Schiffman advocates for professionalism built on daily effort, personal integrity, and client-focused thinking, not slick tricks or quick wins.
Key Insights
Prospecting is the hardest part — so make it a habit.
Schiffman recommends 15 prospecting calls per day. It’s hard at first, but regularity makes it easier and builds momentum.
Sales is about trust, not tricks.
Gimmicks and manipulative techniques erode credibility. Long-term success depends on reliability, honesty, and follow-through.
Clients are not all the same.
Don’t compare clients to each other. Each is unique, with different values and needs. Understanding and addressing those specific needs is your job.
Salespeople are problem-solvers.
Your task is to help the client understand their own problem — and then solve it. Everything else is secondary.
Fix what doesn’t work.
If your current approach isn’t delivering results, change it. Ask hard questions: Why has my business not succeeded? What can I do to put it right?
Trust is built through consistency.
Schiffman echoes the old saying: How you do anything is how you do everything. Be dependable in both big and small commitments.
Never waste the prospect’s time.
Respect for time is a form of respect for the person. Your communication should always aim to deliver value, not just fill air.
Truth is easier to remember.
This simple reminder highlights that honesty not only builds trust — it simplifies life. Lies require maintenance.
Avoid negative inputs before important meetings.
Avoid reading the news or listening to depressing media before a big sales call. Instead, immerse yourself in your industry’s journals and trends.
Attitude is money (AIM).
Schiffman reinforces the psychological dimension of selling: stay focused, stay positive, and believe in your value.
Strengths
Practical and specific.
Each habit is clearly stated and easy to apply. There’s no fluff, just plainspoken, experience-based advice.
Grounded in integrity.
The emphasis on trust, truthfulness, and professionalism sets this book apart from more aggressive or manipulative sales literature.
Strong on routine and mindset.
Schiffman understands that sales success is rarely flashy — it’s the result of well-directed daily effort.
Weaknesses
Lacks depth on persuasion or advanced techniques.
This book isn’t a comprehensive course on selling — it’s a quick-access manual for forming the right habits.
It may feel simplistic to experienced readers.
For seasoned professionals, many of the points will feel like reminders rather than revelations.
Somewhat forgettable in structure.
As my hazy recollection suggests, the format — 25 tips in rapid succession — may not linger in memory as well as more thematic or narrative books.
Reflections
The 25 Sales Habits is a helpful reminder that professionalism lies in what we do repeatedly. Schiffman’s guidance may not be groundbreaking, but it is honest and sober. Sales, like most crafts, is won or lost in the small things: being on time, doing what you said you would do, preparing carefully, and genuinely listening.
What stands out, and what echoes across many of the books I’ve recently reviewed, is this: there are no shortcuts. Enduring success is built not on tricks, but on fundamental values: trustworthiness, hard work, consistency, and care. Schiffman doesn’t promise magic, only results for those willing to earn them.
Conclusion
This is a short book with lasting value. The 25 Sales Habits offers a concise checklist for anyone who strives for professionalism. It rejects the manipulative stereotype but argues that what matters is showing up, doing the work, and treating people well. This remains the surest route to success.
Book Details
Title: The 25 Sales Habits of Highly Successful Salespeople
Author: Stephan Schiffman
Publication Year: 2008
Genre: Human Resources, Professional Development