Download e-book for iPad: 25 Most Dangerous Sales Myths: (And How to Avoid Them) by Stephan Schiffman

By Stephan Schiffman

ISBN-10: 1593370148

ISBN-13: 9781593370145

During this most modern addition to the hugely winning 25 revenues talents sequence, America's no 1 company revenues coach demystifies the 25 most well liked myths that expense revenues humans cash on a daily basis. by means of averting those myths and figuring out 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 target via those risky "urban legends" of revenues. This publication uncovers the reality in the back of such misconceptions as: revenues is a numbers video game; Gimmicks "warm up" chilly calls; the client is the enemy; continually attempt to outsmart the customer; everyone seems to be a prospect; constantly paintings on remaining the deal; by no means ask a question you do not know the way to resolution to; The author's easy, direct, easy-to-apply recommendation offers surefire techniques to win extra revenues everytime, utilizing tools that experience knowledgeable millions of to-notch salespeople all over the world.

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Advice a major software firm offered its sales representatives in a recent training presentation THE MYTH: Selling means convincing. ” If only we could! Selling is not a matter of convincing other people to do what we want. It’s a matter of putting together a proposal that makes so much sense to them that they decide to buy from us. 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.

The more success stories you have, the more likely you are able to appeal to one that’s a “perfect fit” when talking to a prospect or customer. ) No amount of enthusiasm can conceal an inability to discuss what your company actually has accomplished. Knowing exactly how your organization has helped your customers in the past is essential. You must be able to talk persuasively about these experiences during a sales meeting, and draw relevant parallels between what the prospect is facing and a problem that a client or customer faced earlier.

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.

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


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