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

By Stephan Schiffman

During this most recent addition to the hugely winning 25 revenues abilities sequence, America's #1 company revenues coach demystifies the 25 most well-liked myths that price revenues humans funds on a daily basis. by way of fending off those myths and understanding 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 by means of those risky "urban legends" of revenues. This e-book uncovers the reality at 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; regularly paintings on final the deal; by no means ask a query you do not know how you can resolution to; The author's easy, direct, easy-to-apply suggestion offers surefire techniques to win extra revenues everytime, utilizing equipment that experience educated millions of to-notch salespeople around the globe.

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

Sample text

Decision-Maker: I’m really not interested in talking about any of that with you. Salesperson: You know, I have to tell you, that’s exactly what XYZ Company said when I first called them. That was before they saw how much time on the assembly line we could save them with our widget program. I’d love to show you the plan we put together for them— why don’t we get together this Tuesday at 10:00? THE REALITY: Polarizing the conversation doesn’t help you turn around objections. ” —Closing advice heard from a sales “expert” THE MYTH: You can succeed in sales by launching a series of psychological attacks based on defining your customer as the opponent—and by developing a “battle plan” based on your customer’s perceived weaknesses.

Here are some ideas. If you can’t get the prospect to commit to scheduling a meeting or other in-person event—it’s not the end of the world! Ask the person to: • • • • • • • Schedule a date and time for a conference call with your boss to discuss what the future looks like in areas relevant to your product/service. Give you his or her opinion on a new marketing initiative. Visit your Web site and e-mail you with feedback on its layout and design. Subscribe to your online newsletter. Critique an article you’re writing.

Closing advice heard from a sales “expert” THE MYTH: You can succeed in sales by launching a series of psychological attacks based on defining your customer as the opponent—and by developing a “battle plan” based on your customer’s perceived weaknesses. It’s us against them! There are countless variations on the terrible advice you may get on how to intimidate your way to sales success. In our book, for instance, the supposed “expert” breaks his “opponent” into various demographic and ethnic categories.

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