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The 25 Most Common Sales Mistakes and How to Avoid Them: . . . And How to Avoid Them
£5.70
“25 Sales Mistakes is essential for any professional or organization committed to sales excellence.”
–Michael A. Berman, Chief Operating Officer, Outside Ventures
–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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Additional information
| Publisher | 3rd Revised edition (18 July 2009), Adams Media |
|---|---|
| Language | English |
| File size | 834 KB |
| Text-to-Speech | Enabled |
| Screen Reader | Supported |
| Enhanced typesetting | Enabled |
| X-Ray | Not Enabled |
| Word Wise | Enabled |
| Sticky notes | On Kindle Scribe |
| Print length | 130 pages |
| Page numbers source ISBN | 1598698214 |
by Alan S
American drivel
by Peter Wade
If you make the calls you get the business
I have the 1990 edition but I looked at the latest edition and the author has added some bonus tracks.
This book is very easy to read and I used to have the Quick reference summary at the back blown up to A4 size and laminated when I used ot go out and give talks.
It is obviously about selling but it also applies to every aspect of business. If you are not selling you have no business. I am a lawyer and it is anathema to most lawyers to think they are salesmen but they are if you do not get in new work then you are dead
I will be ordering the latest version and I will put it on my wish list.
His bonus tracks are interesting
Number 26 Not having a fall back position.
Number 27 Not asking for the sale
Number 28 Not getting enough information
Number 29 Not knowing when to stop talking
Number 30 Taking a leisurely sales approach
Mistake 7 failing to follow up
I used to get a stream of ladies on a Monday morning making enquiries about divorces.
I would give them my spiel and they would go away happy but I discovered that almost none of them came back.
I wondered why and had a think about it. I thought that maybe they wanted to be prompted to instruct me and that they didn’t really know what to do next.
I was assuming that they would be just mesmerised by my ability and ring me back. They didn’t
I then used to write a follow up with what they had to do next and setting out my costs.
As a result of that simple idea I turned eight of ten of the enquiries into instructions.
Now in all my work if someone calls I set out in detail my costs and what I need them to do. It makes it easy for them and I then receive a properly filled in instructions sheet and usually a cheque for the fees,
An invaluable sale technique but how many people do it?
Mistake 23 Underestimate the importance of prospecting.
I am amazed at the number of people who tell me “Oh we don’t have to advertise or prospect because we get all out business from recommendations”
It can be a dangerous position to be in if all your clients suffer because of the recession then you have no work.Also you are not actively looking for work but just sitting waiting for people to give you work.
In the boom times this may work but in a recession it is fatal. Also how will you spot that the competition is taking your business if you are not taking steps.
The best time to find a new job is when you have got one and the best time to get new business is when you have plenty. The public can smell your desperation if you are trying to sell from a weak position
When I first started in business on my own I had a colleague who taught me about marketing and selling and he made a simple statement which holds true
If you make the calls you get the business. It is simple enough answer the phone and ring those who you can do business with and do it constantly
Great book indispensable to anyone who has to do selling of any sort.