The 25 Most Common Sales Mistakes and How to Avoid Them

by Stephan Schiffman

Overview

"25 Sales Mistakes is essential for any professional or organization committed to sales excellence."
—Michael A. Berman, Chief Operating Officer, Outside Ventures

In the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do—it's what you don't do:

• Don't sell against a competitor
• Don't be satisfied
• Don't stop getting ideas
• Don't use boilerplate proposals
• Don't overuse e-mail

The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice—from listening to the client to following up on the sale—that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.

Product Details

ISBN-13:	9781598698213
Publisher:	Adams Media
Publication date:	08/18/2009
Edition description:	Original
Pages:	128
Product dimensions:	4.30(w) x 7.00(h) x 0.50(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

Introduction to the Third Edition vii

Introduction xi

Mistake #1 Not Being Obsessed 1

Mistake #2 Not Listening to the Prospect 5

Mistake #3 Not Empathizing with the Prospect 9

Mistake #4 Seeing the Prospect as an Adversary 13

Mistake #5 Getting Distracted 19

Mistake #6 Not Taking Notes 23

Mistake #7 Failing to Follow Up 27

Mistake #8 Not Keeping in Contact with Past Clients 31

Mistake #9 Not Planning the Day Efficiently 33

Mistake #10 Not Looking Your Best 37

Mistake #11 Not Keeping Sales Tools Organized 39

Mistake #12 Not Taking the Prospect's Point of View 41

Mistake #13 Not Taking Pride in Your Work 45

Mistake #14 Trying to Convince, Rather Than Convey 49

Mistake #15 Underestimating the Prospect's Intelligence 51

Mistake #16 Not Keeping Up to Date 53

Mistake #17 Rushing the Sale 57

Mistake #18 Not Using People Proof 61

Mistake #19 Humbling Yourself 63

Mistake #20 Being Fooled by "Sure Things" 67

Mistake #21 Taking Rejection Personally 71

Mistake #22 Not Assuming Responsibility 75

Mistake #23 Underestimating the Importance of Prospecting 79

Mistake #24 Focusing on Negatives 83

Mistake #25 Not Showing Competitive Spirit 85

Bonus Mistakes

New Mistake #26 Not Having a Fallback Position 89

New Mistake #27 Not Asking for the Sale 93

New Mistake #28 Not Getting Enough Information 97

New Mistake #29 Not Knowing When to Stop Talking 101

New Mistake #30 Taking a Leisurely Sales Approach 105

Quick Reference Summary 109