The 25 Most Common Sales Mistakes and How to Avoid Them

by Schiffman, Stephan

• ISBN13: 9781598698213
• ISBN10: 1598698214
• Edition: 3rd
• Format: Paperback
• Copyright: 2009-08-18
• Publisher: Adams Media Corp

Summary

Selling is not just a matter of what you do right-it's also a matter of what you do wrong.

Author Biography

Stephan Schiffman has trained more than 500,000 salespeople at firms such as ATT 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. He lives in New York, NY.

Table of Contents

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.