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

By Stephan Schiffman

During this most up-to-date addition to the hugely profitable 25 revenues abilities sequence, America's no 1 company revenues coach demystifies the 25 most well liked myths that expense revenues humans funds on a daily basis. by way of keeping off those myths and realizing the reality in the back of them, salespeople will enhance their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off course through those risky "urban legends" of revenues. This publication uncovers the reality in the back of such misconceptions as: revenues is a numbers online game; Gimmicks "warm up" chilly calls; the client is the enemy; constantly attempt to outsmart the customer; everyone seems to be a prospect; continuously paintings on remaining the deal; by no means ask a question you do not know tips to resolution to; The author's basic, direct, easy-to-apply suggestion presents surefire recommendations to win extra revenues everytime, utilizing equipment that experience knowledgeable hundreds of thousands of to-notch salespeople all over the world.

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Additional resources for 25 Most Dangerous Sales Myths: (And How to Avoid Them)

Example text

You’ve given me a lot to think about. What I’d like to do is go back to my office, talk this over with a couple of people, and come back here next Tuesday at 2:00 so I can show you an outline of how we might be able to work together. ” Then wait and see what comes back. This selling principle is simple and easy to implement; it is universally observed by top performing salespeople. I’m not going to spend a lot of time discussing it, because it is, quite frankly, blindingly obvious once you encounter it.

To hear most salespeople talk, you’d suspect that there is no sales barrier so impossible to overcome as a lower price offered by a competitor. R. Chally Group, a nationally respected sales force benchmarking firm with whom I’ve worked many times, conducted a fascinating poll of more than 15,000 31 The 25 Most Dangerous Sales Myths business customers to find out what the most important factors were for satisfaction in a business relationship with a vendor. Their results suggest that price may not be the be-all and end-all for salespeople after all.

No matter what kind of speaking style you’ve detected on the person’s outgoing message, you can rest assured that the person has one objective when evaluating voice-mail messages: deleting as many of them as possible. If it takes you forever to get to the point or to supply contact information, you’ll be ignored. If you deliver a confident, concise message that makes absolutely clear what you want the other person to do (give you a return call) and how the other person is supposed to do it (by dialing a number that you say twice, very clearly), you will get return calls.

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