The 25 Most Dangerous Sales Myths (and How to Avoid Them)

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Overview

Sales guru Stephan Schiffman debunks twenty-five of the most popular myths that could be costing you valuable sales every day. By following Schiffman's easy-to-follow advice and surefire strategies, you will avoid these dangerous sales myths and strengthen your sales calls.
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The 25 Most Dangerous Sales Myths (and How to Avoid Them)

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Overview

Sales guru Stephan Schiffman debunks twenty-five of the most popular myths that could be costing you valuable sales every day. By following Schiffman's easy-to-follow advice and surefire strategies, you will avoid these dangerous sales myths and strengthen your sales calls.
Read More Show Less

Product Details

  • ISBN-13: 9781593370145
  • Publisher: Adams Media Corporation
  • Publication date: 7/2/2004
  • Pages: 128
  • Product dimensions: 4.46 (w) x 10.60 (h) x 0.35 (d)

Table of Contents

Introduction 7
Myth #1 "Always Be Closing" 10
Myth #2 Selling Requires "Can't-Miss" Closing Tricks 15
Myth #3 You Can "Warm Up" Your Cold Call with Mysterious Packages 20
Myth #4 Sending Strange Business Letters Works 24
Myth #5 People Love It When You Pretend You're Not a Salesperson 26
Myth #6 Decision-Makers Adore Unannounced Visitors 28
Myth #7 Price Always Carries the Day 31
Myth #8 Selling Effectively Means "Trapping" the Prospect 34
Myth #9 Never Ask a Question When You Don't Know What the Answer Will Be 37
Myth #10 Always Try to Outsmart the Buyer 43
Myth #11 Long, Detailed, and/or Wacky Voice-Mail Messages Are Great Selling Weapons 47
Myth #12 E-Mail Is Replacing the Telephone as a Sales Tool 52
Myth #13 Fight, Fight, Fight When You Hear Negative Responses! 56
Myth #14 The Customer Is Your Enemy 59
Myth #15 You Can "Convince" People to Buy from You 63
Myth #16 Sales Is a Numbers Game 66
Myth #17 Stare 'em Down 70
Myth #18 The Quicker You Make a Recommendation, the Better 74
Myth #19 People Need You 78
Myth #20 Slumps Are Inevitable 82
Myth #21 Go It Alone 86
Myth #22 Everyone's a Prospect 89
Myth #23 Fast Talk Carries the Day 94
Myth #24 The "Killer Question" Overcomes Any Objection 97
Myth #25 "I Know Everything I Need to Know" 103
Appendix The Myths--and the Realities 121
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted October 25, 2004

    Highly Recommended!

    This excellent short handbook can benefit every salesperson. The author identifies 25 of the most pernicious sales fallacies and demolishes each one. Then, he replaces them with sound common sense advice. You could summarize the book quite handily in a few words: be honest and respect your customer, listen more than you talk, learn all you can and offer not just a standard product or service but a solution to the customer's problem. This isn't the sort of book you buy to read once. It is the kind of book you buy to keep in your desk drawer and glance at periodically. Be forewarned ¿ the author is in the business of selling sales training, and doesn't make the mistake of giving away the secrets he sells. However, we find that these simple reminders of what mistakes to avoid may sometimes be as valuable, or more valuable, than comprehensive advice on what to do.

    1 out of 1 people found this review helpful.

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