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    The 25 Most Common Sales Mistakes and How to Avoid Them: . . . And How to Avoid Them

    The 25 Most Common Sales Mistakes and How to Avoid Them: . . . And How to Avoid Them

    by Stephan Schiffman

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      ISBN-13: 9781440513893
    • Publisher: Adams Media
    • Publication date: 07/18/2009
    • Sold by: SIMON & SCHUSTER
    • Format: eBook
    • Pages: 128
    • File size: 657 KB

    Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer’s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and The 25 Sales Habits of Highly Successful Salespeople.

    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

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    "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.

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