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

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

by Stephan Schiffman

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Product Details

ISBN-13: 9781593370145
Publisher: Adams Media
Publication date: 07/02/2004
Pages: 128
Product dimensions: 4.46(w) x 10.60(h) x 0.35(d)

About the Author

Bestselling author Stephan Schiffman founded D.E.I. Management Group in 1979 and has since led his company to become one of the nation's fastest growing sales training companies. A leader in motivational and sales training, he is a certified management consultant who has trained and consulted with a wide range of international corporations, including IBM, AT&T, Motorola, Sprint, and CIGNA. Schiffman has written over 50 books, which have sold well over six million copies internationally and have guided generations of salespeople through their career challenges. His articles are published frequently in publications such as The Wall Street Journal, The New York Times, Sales and Marketing Management, Personal Selling Power, Corporate Travel Magazine, and INC. magazine. Mr. Schiffman divides his time between managing D.E.I., selling, training, consulting, and product development. He continues to serve as a frequent guest on national radio and television shows, including CNBC’s Smart Money, Minding Your Business, Steals and Deals, and Money Talk.

Table of Contents

Introduction7
Myth #1"Always Be Closing"10
Myth #2Selling Requires "Can't-Miss" Closing Tricks15
Myth #3You Can "Warm Up" Your Cold Call with Mysterious Packages20
Myth #4Sending Strange Business Letters Works24
Myth #5People Love It When You Pretend You're Not a Salesperson26
Myth #6Decision-Makers Adore Unannounced Visitors28
Myth #7Price Always Carries the Day31
Myth #8Selling Effectively Means "Trapping" the Prospect34
Myth #9Never Ask a Question When You Don't Know What the Answer Will Be37
Myth #10Always Try to Outsmart the Buyer43
Myth #11Long, Detailed, and/or Wacky Voice-Mail Messages Are Great Selling Weapons47
Myth #12E-Mail Is Replacing the Telephone as a Sales Tool52
Myth #13Fight, Fight, Fight When You Hear Negative Responses!56
Myth #14The Customer Is Your Enemy59
Myth #15You Can "Convince" People to Buy from You63
Myth #16Sales Is a Numbers Game66
Myth #17Stare 'em Down70
Myth #18The Quicker You Make a Recommendation, the Better74
Myth #19People Need You78
Myth #20Slumps Are Inevitable82
Myth #21Go It Alone86
Myth #22Everyone's a Prospect89
Myth #23Fast Talk Carries the Day94
Myth #24The "Killer Question" Overcomes Any Objection97
Myth #25"I Know Everything I Need to Know"103
AppendixThe Myths--and the Realities121

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25 Most Dangerous Sales Myths (and How to Avoid Them) 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
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.