The 25 most dangerous sales myths : and how to avoid them /
Stephan Schiffman
- Tercera edición
- Avon : Adams Media, 2009
- xii, 113 páginas : 19 x 11 cm
Incluye agradecimientos, introducción a la tercera edición, introducción. Datos del autor al final de la obra y comentarios de la misma en la contraportada
Mistake # 1. Not being obsessed | Mistake # 2. Not listening to the prospect | Mistake # 3. Not emphathzing with the prospect | Mistake # 4. Seeing the prospect and adversary | Mistake # 5. Getting distracted | Mistake # 6. Not taking notes | Mistake # 7. Failing to follow up | Mistake # 8. Not keeping in contact with past clients | Mistake # 9. Not planning the day efficiently | Mistake # 10. Not looking your best | Mistake # 11. Not keeping sales tools organized | Mistake # 12. Not taking teh prospect´s point of view | Mistake # 13. Not taking pride in ypur work | Mistake # 14. Trying to convince, rather thab convey | Mistake # 15. Underestimating the prospect´s intelligence | Mistake # 16. Not keeping up to date | Mistake # 17. Rushing the sale | Mistake # 18. Not using people proof | Mistake # 19. Humbling yourself | Mistake # 20. Being fooled by sure things | Mistake # 21. Taking rejection personally | Mistake # 22. Not assuming responsability | Mistake # 23. Underestimating the importance of prospecting | Mistake # 24. Focusing on negatives | Mistake # 25. Not showing competitive spirit | Bonus Mistakes, Mistake # 26. Not having a fallback position | Mistake # 27. Not sking for the sale | Mistake # 28. Not getting enough information | Mistake # 29. Not knowing when to stop talking | Mistake # 30. Taking a leisurely sales approach | Quick reference summary