The 25 Most Common Sales Mistakes and How to Avoid Them
by Schiffman, StephanEdition: 3rd
Format: Paperback
Pub. Date: 2009-08-18
Publisher(s): Adams Media Corp
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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. |
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