The 25 Most Common Sales Mistakes and How to Avoid Them

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  • Edition: 3rd
  • Format: Paperback
  • Copyright: 2009-08-18
  • Publisher: Adams Media Corp
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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 Editionp. vii
Introductionp. xi
Not Being Obsessedp. 1
Not Listening to the Prospectp. 5
Not Empathizing with the Prospectp. 9
Seeing the Prospect as an Adversaryp. 13
Getting Distractedp. 19
Not Taking Notesp. 23
Failing to Follow Upp. 27
Not Keeping in Contact with Past Clientsp. 31
Not Planning the Day Efficientlyp. 33
Not Looking Your Bestp. 37
Not Keeping Sales Tools Organizedp. 39
Not Taking the Prospect's Point of Viewp. 41
Not Taking Pride in Your Workp. 45
Trying to Convince, Rather Than Conveyp. 49
Underestimating the Prospect's Intelligencep. 51
Not Keeping Up to Datep. 53
Rushing the Salep. 57
Not Using People Proofp. 61
Humbling Yourselfp. 63
Being Fooled by "Sure Things"p. 67
Taking Rejection Personallyp. 71
Not Assuming Responsibilityp. 75
Underestimating the Importance of Prospectingp. 79
Focusing on Negativesp. 83
Not Showing Competitive Spiritp. 85
Bonus Mistakes
Not Having a Fallback Positionp. 89
Not Asking for the Salep. 93
Not Getting Enough Informationp. 97
Not Knowing When to Stop Talkingp. 101
Taking a Leisurely Sales Approachp. 105
Quick Reference Summaryp. 109
Table of Contents provided by Ingram. All Rights Reserved.

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