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 newest addition to the hugely winning 25 revenues abilities sequence, America's number 1 company revenues coach demystifies the 25 most well-liked myths that expense revenues humans funds on a daily basis. by means of fending off those myths and understanding the reality at the back of them, salespeople will increase their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off course by means of those risky "urban legends" of revenues. This publication uncovers the reality in the back of such misconceptions as: revenues is a numbers online game; Gimmicks "warm up" chilly calls; the client is the enemy; continuously attempt to outsmart the customer; everyone seems to be a prospect; regularly paintings on ultimate the deal; by no means ask a question you do not know tips on how to solution to; The author's easy, direct, easy-to-apply recommendation presents surefire suggestions to win extra revenues everytime, utilizing tools that experience proficient hundreds of thousands of to-notch salespeople world wide.

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Propose a specific time and date; stop talking. See what happens. If you do this at every sales meeting, you’ll find out where the contact really stands, you’ll spend less time spinning your wheels, and you’ll dramatically shorten your sales cycle, typically by between two and four weeks. 40 Myth #9 Why wouldn’t you ask that kind of question? Because you don’t know the answer to the question? Because it causes you to “lose control” of the meeting? Nonsense! You will lose control of the entire relationship, and spend days or weeks working on proposals that turn into nothing, if you don’t let the prospect tell you whether or not he or she is interested in moving forward to the next phase of the sales relationship with you.

Now would you kindly inform me what, specifically, you meant when you said the words “any of that”? I’m not sure what you were getting at. ) This dead-end calling approach is basically a variation on the closing techniques that attempt to embarrass the prospect into buying from you. (“Mr. ”) The idea is to use the other person’s own words against him so that you can get some kind of commitment. 57 The 25 Most Dangerous Sales Myths Here’s a news flash: Embarrassing people isn’t the best way to initiate a business relationship.

And then follow the answers wherever they lead. Plenty of salespeople go on “autopilot” during meetings with prospects by focusing only on the questions they think they know the answers to! All too often, the “questions” these salespeople ask during meetings with prospects are little more than excuses for delivering long monologues about their product or service. I think this happens because a meeting with a prospect is usually perceived as a stressful situation, and when we feel stress, we tend to fall back on what’s familiar to us.

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


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