Download PDF by Stephan Schiffman: 25 Most Dangerous Sales Myths: (And How to Avoid Them)

By Stephan Schiffman

ISBN-10: 1593370148

ISBN-13: 9781593370145

During this most recent addition to the hugely profitable 25 revenues abilities sequence, America's #1 company revenues coach demystifies the 25 most well-liked myths that expense revenues humans cash each day. by means of fending off those myths and figuring out the reality at the back of them, salespeople will enhance their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off target by way of those risky "urban legends" of revenues. This booklet uncovers the reality in the back of such misconceptions as: revenues is a numbers online game; Gimmicks "warm up" chilly calls; the buyer is the enemy; continually try and outsmart the customer; everyone seems to be a prospect; continuously paintings on ultimate the deal; by no means ask a query you do not know how one can solution to; The author's basic, direct, easy-to-apply recommendation offers surefire ideas to win extra revenues everytime, utilizing tools that experience proficient millions of to-notch salespeople world wide.

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Extra info for 25 Most Dangerous Sales Myths: (And How to Avoid Them)

Sample text

You have to ask yourself: • • • What’s your strategy for keeping forward momentum in the relationship once the meeting ends? What will your primary Next Step strategy be? What will your backup Next Step strategy be? Whatever course of action you outline with your prospect, it must be specific, and it must involve some kind of action on the part of the prospect. Even if you can’t get a Next Step with a time and date attached, you can ask for some kind of action from your prospect. Make a list of things you can ask a prospect to 41 The 25 Most Dangerous Sales Myths do if you’re unable to get a clear Next Step to discuss working together.

People buy for their reasons, not for ours. We can’t really get people to do the things that we want them to do, and we certainly can’t convince them to buy based on the value we add.

Here’s a news flash: Only recommendations 37 The 25 Most Dangerous Sales Myths that make sense to the prospect are right from his or her point of view. And the only way for us to be right is to get righted. That means we have to let the prospect correct us. If you’re “controlling” the meeting by reciting a list of predetermined questions—the same questions at every meeting with every prospect—that’s too much “control” of the meeting. ”) and then follow the answers wherever they lead. Plenty of salespeople go on “autopilot” during meetings with prospects by focusing only on the questions they think they know the answers to!

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25 Most Dangerous Sales Myths: (And How to Avoid Them) by Stephan Schiffman


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