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

By Stephan Schiffman

During this newest addition to the hugely profitable 25 revenues abilities sequence, America's no 1 company revenues coach demystifies the 25 most well liked myths that price revenues humans funds on a daily basis. via averting those myths and understanding the reality in the back of them, salespeople will increase their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off target by means of those harmful "urban legends" of revenues. This booklet uncovers the reality in the back of such misconceptions as: revenues is a numbers video game; Gimmicks "warm up" chilly calls; the buyer is the enemy; continuously try and outsmart the customer; everyone seems to be a prospect; consistently paintings on ultimate the deal; by no means ask a question you do not know the right way to solution to; The author's basic, direct, easy-to-apply suggestion presents surefire recommendations to win extra revenues everytime, utilizing tools that experience informed hundreds of thousands of to-notch salespeople around the globe.

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Fancy proposals and outlines are nice, but your prospects want to know why they should 35 The 25 Most Dangerous Sales Myths do business with you. Be sure you can intelligently discuss the successes you or your organization have been able to deliver to others. If you can build hard figures into your success stories—something the prospect can measure and compare to his or her own world—so much the better. If you don’t know between six and 12 success stories about your business, you probably shouldn’t even go out on a first appointment with a prospective customer!

And forget about trying to “trap” the prospect. ” This myth encourages us to fall into the “salesperson-as-prosecuting-attorney” trap. There are many sales managers and sales trainers who take the idea of “controlling” a faceto-face meeting to such absurd lengths that they actually advocate adopting this principle. Ask a question that you can’t guess the likely answer to, they warn, and you risk looking foolish in front of the prospect, displaying gaps in your product or industry knowledge, or (heaven help us) losing “control” of the meeting.

And make sure what you send doesn’t sound like “spam” (mass advertising forwarded by e-mail). Electronic versions of your company newsletter may be helpful to your customers. Perhaps even more effective—and targeted—are e-mails that point your contact toward a relevant article or Web site you’ve found that seems to match his or her business interests. In these situations, the “covering” message should be as concise as possible. ”—and, if you wish, arrange a face-to-face meeting to discuss long-term goals and objectives.

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