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

By Stephan Schiffman

During this most up-to-date addition to the hugely profitable 25 revenues abilities sequence, America's #1 company revenues coach demystifies the 25 hottest myths that price revenues humans cash on a daily basis. by way of heading off those myths and realizing 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 course through those harmful "urban legends" of revenues. This ebook 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; constantly try and outsmart the client; everyone seems to be a prospect; continually paintings on final the deal; by no means ask a query you do not know find out how to resolution to; The author's uncomplicated, direct, easy-to-apply recommendation offers surefire options to win extra revenues everytime, utilizing tools that experience expert hundreds of thousands of to-notch salespeople around the world.

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That means peppering the prospect with a well-rehearsed series of questions, and never allowing the other person the chance to share meaningful information or raise questions or concerns. • Lying about their job situation. Some of these salespeople will claim that it’s their first day on the job in order to win sympathy from the prospective buyer. Some will solemnly inform the most gullible-looking prospects that their job is on the line—if they don’t close this sale, their family goes out on the street.

Say, “You know what? You’ve given me a lot to think about. What I’d like to do is go back to my office, talk this over with a couple of people, and come back here next Tuesday at 2:00 so I can show you an outline of how we might be able to work together. ” Then wait and see what comes back. This selling principle is simple and easy to implement; it is universally observed by top performing salespeople. I’m not going to spend a lot of time discussing it, because it is, quite frankly, blindingly obvious once you encounter it.

In real life, decision-makers loathe unannounced visitors, whether or not they do research ahead of time or come bearing gifts. I’m not saying that there aren’t industries in which salespeople drop by office parks and corporate headquarters unannounced and eventually close sales, and I’m certainly not saying that no one will ever meet with you if you wander from reception area to reception area. What I am saying is that time is precious, and you should think long and hard before you spend your day driving all around your territory with a car full of gifts for decision-makers you haven’t met yet.

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