25 Most Common Sales Mistakes And How to Avoid Them

ISBN-10: 1598698214

ISBN-13: 9781598698213

Edition: 3rd 2009 (Revised)

Authors: Stephan Schiffman

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“25 Sales Mistakesis 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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Book details

List price: $7.95
Edition: 3rd
Copyright year: 2009
Publisher: Adams Media Corporation
Publication date: 8/18/2009
Binding: Paperback
Pages: 128
Size: 4.25" wide x 7.25" long x 0.25" tall
Weight: 0.440
Language: English

Stephan Schiffman is the founder of D.E.I. Management Group, which has become one of the nation's fastest growing sales training organizations. Since 1979, D.E.I has trained more than half a million professionals through seminars, workshops, and lectures. He is a frequent guest on national radio and television shows.

Introduction to the Third Edition
Not Being Obsessed
Not Listening to the Prospect
Not Empathizing with the Prospect
Seeing the Prospect as an Adversary
Getting Distracted
Not Taking Notes
Failing to Follow Up
Not Keeping in Contact with Past Clients
Not Planning the Day Efficiently
Not Looking Your Best
Not Keeping Sales Tools Organized
Not Taking the Prospect's Point of View
Not Taking Pride in Your Work
Trying to Convince, Rather Than Convey
Underestimating the Prospect's Intelligence
Not Keeping Up to Date
Rushing the Sale
Not Using People Proof
Humbling Yourself
Being Fooled by "Sure Things"
Taking Rejection Personally
Not Assuming Responsibility
Underestimating the Importance of Prospecting
Focusing on Negatives
Not Showing Competitive Spirit
Bonus Mistakes
Not Having a Fallback Position
Not Asking for the Sale
Not Getting Enough Information
Not Knowing When to Stop Talking
Taking a Leisurely Sales Approach
Quick Reference Summary
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