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The 25 most dangerous sales myths : and how to avoid them / Stephan Schiffman
By: Schiffman, Stephan [autor]
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Material type: 
TextPublisher: Avon : Adams Media, 2009Edition: Tercera edición.Description: xii, 113 páginas : 19 x 11 cm.ISBN: 9781598698213.Subject(s): Ventas -- ManualesDDC classification: 658.85 S333tw
Contents:
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
| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Libro (general) | Biblioteca Central UNIBE | General | 658.85 S333tw (Browse shelf) | Ej.1 | Available | 231615 |
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