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Read e-book online 25 Most Dangerous Sales Myths: (And How to Avoid Them) PDF

By Stephan Schiffman

ISBN-10: 1593370148

ISBN-13: 9781593370145

During this most modern addition to the hugely profitable 25 revenues talents sequence, America's number 1 company revenues coach demystifies the 25 preferred myths that expense revenues humans cash each day. by means of fending off 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 course through those harmful "urban legends" of revenues. This ebook uncovers the reality at the back of such misconceptions as: revenues is a numbers online game; Gimmicks "warm up" chilly calls; the client is the enemy; regularly attempt to outsmart the customer; everyone seems to be a prospect; continually paintings on remaining the deal; by no means ask a query you do not know how you can solution to; The author's uncomplicated, direct, easy-to-apply suggestion offers surefire options to win extra revenues everytime, utilizing tools that experience informed hundreds of thousands of to-notch salespeople all over the world.

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

Sample text

55 MYTH #13: Fight, Fight, Fight When You Hear Negative Responses! ’” —Overheard at a sales training seminar THE MYTH: Might makes right when it comes to handling objections. Fight ’em! Pressure ’em! Overpower ’em! That’s the advice many hard-sell sales “experts” will still give you about dealing with negative responses. It’s also, by all appearances, the advice that most salespeople follow when they encounter resistance from their prospects. Sometimes I wonder: Is sales really a job best suited to those whose aim is to get as much conflict as possible into their work day?

C. Fields, who was, perhaps, a better entertainer than a sales manager THE MYTH: Sales success depends on outfoxing your prospect. The prospect: ally or adversary? Just about anyone who’s ever purchased a new car has encountered a salesperson whose goal in life was to outsmart the buyer. Nowadays, auto dealerships are busy trying to find ways to send all the right “consumer-friendly” signals—like supposedly “haggle-free” pricing schemes that mask outrageous markups. But the basic dynamics of the relationship are, all too often, totally unchanged: Keep the prospect off-balance, control the dialogue at all costs, and sneak in lots of expensive extras and add-ons while your contact isn’t looking.

Deliver value after the sale. Keep in touch with current customers by e-mailing them relevant strategies on how to implement or get the best results from what you’ve sold them. Make sure your messages are targeted to the right people . . 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.

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


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