The 25 Most Common Sales Mistakes and How to Avoid Them

By: Stephan Schiffman

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Paperback | 18 August 2009 | Edition Number 3

At a Glance

Paperback
128 Pages

Edition Type
Revised

Dimensions(cm)
18.42 x 10.48 x 1.02

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In 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. AUTHOR: Stephan Schiffman has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer?s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and The 25 Sales Habits of Highly Successful Salespeople. REVIEWS 25 Sales Mistakes is essential for any professional or organization committed to sales excellence.? ? Michael A. Berman, Chief Operating Officer, Outside Ventures

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"25 Sales Mistakes is essential for any professional or organization committed to sales excellence." - Michael A. Berman, Chief Operating Officer, Outside Ventures"

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Non-Fiction Business & Management Sales & Marketing Kids & Children's Books Reference, Information & Interdisciplinary Subjects Encyclopaedias & Reference Works

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Introduction to the Third Edition	p. vii
Introduction	p. xi
Not Being Obsessed	p. 1
Not Listening to the Prospect	p. 5
Not Empathizing with the Prospect	p. 9
Seeing the Prospect as an Adversary	p. 13
Getting Distracted	p. 19
Not Taking Notes	p. 23
Failing to Follow Up	p. 27
Not Keeping in Contact with Past Clients	p. 31
Not Planning the Day Efficiently	p. 33
Not Looking Your Best	p. 37
Not Keeping Sales Tools Organized	p. 39
Not Taking the Prospect's Point of View	p. 41
Not Taking Pride in Your Work	p. 45
Trying to Convince, Rather Than Convey	p. 49
Underestimating the Prospect's Intelligence	p. 51
Not Keeping Up to Date	p. 53
Rushing the Sale	p. 57
Not Using People Proof	p. 61
Humbling Yourself	p. 63
Being Fooled by "Sure Things"	p. 67
Taking Rejection Personally	p. 71
Not Assuming Responsibility	p. 75
Underestimating the Importance of Prospecting	p. 79
Focusing on Negatives	p. 83
Not Showing Competitive Spirit	p. 85
Bonus Mistakes
Not Having a Fallback Position	p. 89
Not Asking for the Sale	p. 93
Not Getting Enough Information	p. 97
Not Knowing When to Stop Talking	p. 101
Taking a Leisurely Sales Approach	p. 105
Quick Reference Summary	p. 109
Table of Contents provided by Ingram. All Rights Reserved.

The 25 Most Common Sales Mistakes and How to Avoid Them

At a Glance

Paperback

Industry Reviews

Shipping

How to return your order

Defective items

You Can Find This Book In

Other Editions and Formats

ePUB

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