The 25 Most Common Sales Mistakes and How to Avoid Them
eBook - ePub

The 25 Most Common Sales Mistakes and How to Avoid Them

. . . And How to Avoid Them

  1. 128 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

The 25 Most Common Sales Mistakes and How to Avoid Them

. . . And How to Avoid Them

About this book

" 25 Sales Mistakes is essential for any professional or organization committed to sales excellence. "
--Michael A. Berman, Chief Operating Officer, Outside VenturesIn the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do--it's what you don't do:

  • Don't sell against a competitor
  • Don't be satisfied
  • Don't stop getting ideas
  • Don't use boilerplate proposals
  • Don't overuse e-mail

The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice--from listening to the client to following up on the sale--that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.

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Information

Publisher
Adams Media
Year
2009
Topic
Business
eBook ISBN
9781440513893
Subtopic
Business General
Index
Business

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Contents
  6. Introduction to the Third Edition
  7. Introduction
  8. MISTAKE #1: Not Being Obsessed
  9. MISTAKE #2: Not Listening to the Prospect
  10. MISTAKE #3: Not Empathizing with the Prospect
  11. MISTAKE #4: Seeing the Prospect as an Adversary
  12. MISTAKE #5: Getting Distracted
  13. MISTAKE #6: Not Taking Notes
  14. MISTAKE #7: Failing to Follow Up
  15. MISTAKE #8: Not Keeping in Contact with Past Clients
  16. MISTAKE #9: Not Planning the Day Efficiently
  17. MISTAKE #10: Not Looking Your Best
  18. MISTAKE #11: Not Keeping Sales Tools Organized
  19. MISTAKE #12: Not Taking the Prospect’s Point of View
  20. MISTAKE #13: Not Taking Pride in Your Work
  21. MISTAKE #14: Trying to Convince, Rather Than Convey
  22. MISTAKE #15: Underestimating the Prospect’s Intelligence
  23. MISTAKE #16: Not Keeping Up to Date
  24. MISTAKE #17: Rushing the Sale
  25. MISTAKE #18: Not Using People Proof
  26. MISTAKE #19: Humbling Yourself
  27. MISTAKE #20: Being Fooled by “Sure Things”
  28. MISTAKE #21: Taking Rejection Personally
  29. MISTAKE #22: Not Assuming Responsibility
  30. MISTAKE #23: Underestimating the Importance of Prospecting
  31. MISTAKE #24: Focusing on Negatives
  32. MISTAKE #25: Not Showing Competitive Spirit
  33. NEW MISTAKE #26: Not Having a Fallback Position
  34. NEW MISTAKE #27: Not Asking for the Sale
  35. NEW MISTAKE #28: Not Getting Enough Information
  36. NEW MISTAKE #29: Not Knowing When to Stop Talking
  37. NEW MISTAKE #30: Taking a Leisurely Sales Approach
  38. Quick Reference Summary

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