The 25 Most Dangerous Sales Myths (and How to Avoid Them)by Stephan Schiffman
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.
- Adams Media
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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.