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 winning 25 revenues talents sequence, America's number 1 company revenues coach demystifies the 25 preferred myths that price revenues humans funds each day. by means of keeping off those myths and figuring out the reality at the back of them, salespeople will enhance their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off beam through those harmful "urban legends" of revenues. This e-book 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; regularly 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 the best way to solution to; The author's basic, direct, easy-to-apply recommendation presents surefire concepts to win extra revenues everytime, utilizing equipment that experience educated 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)

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The person is probably either screening you or giving you abuse. com to learn more about turning around initial negative responses), and then make it your goal to speak to, say, 20 decision-makers a day, you’ll have all the first meetings you need. What’s more, you won’t have to worry about the receptionist eyeing your gift-wrapped package warily, calling security on you, or looking at you as though you’re an escapee from a lunatic asylum. THE REALITY: Call first. ” —John Carroll THE MYTH: Price is the most important factor in selling.

These are what will actually make the most difference in your interactions with prospective customers—and what will, in the long run, make success as a salesperson possible. Matching up what the other person is doing now with what you’ve done with other satisfied customers may not be a lot like a swinging trap door, but it is the best way to win customers over time. Instead of planning out how to “trap” your prospect, use the time for a more constructive purpose. Memorize at least six specific success stories about your company.

No long, drawn-out explanations—just the 48 Myth #11 essentials. In this case, “Acme Worldwide” is a company we’ve worked with before—one that the person we’re calling will recognize. When we get the call back, we’ll say something like this: “Thanks for giving me a call back, Jim— and let me tell you why I called you about Acme Worldwide. I’m not sure if you’re familiar with my company, ABC, but we are a widget-refinishing firm that’s been in business for over 40 years. Acme is one of our clients—we just completed a program with them that helped them to lower their widget costs by 30 percent.

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