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

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By Stephan Schiffman

During this most recent addition to the hugely winning 25 revenues abilities sequence, America's number 1 company revenues coach demystifies the 25 hottest myths that rate revenues humans funds each day. by way of heading off those myths and understanding 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 course by way of those risky "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; continually try and outsmart the customer; everyone seems to be a prospect; regularly paintings on final the deal; by no means ask a question you do not know the way to resolution to; The author's basic, direct, easy-to-apply suggestion offers surefire innovations to win extra revenues everytime, utilizing equipment that experience informed hundreds of thousands of to-notch salespeople world wide.

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Make a list of things you can ask a prospect to 41 The 25 Most Dangerous Sales Myths do if you’re unable to get a clear Next Step to discuss working together. Here are some ideas. If you can’t get the prospect to commit to scheduling a meeting or other in-person event—it’s not the end of the world! Ask the person to: • • • • • • • Schedule a date and time for a conference call with your boss to discuss what the future looks like in areas relevant to your product/service. Give you his or her opinion on a new marketing initiative.

That was before they saw how much time on the assembly line we could save them with our widget program. I’d love to show you the plan we put together for them— why don’t we get together this Tuesday at 10:00? THE REALITY: Polarizing the conversation doesn’t help you turn around objections. ” —Closing advice heard from a sales “expert” THE MYTH: You can succeed in sales by launching a series of psychological attacks based on defining your customer as the opponent—and by developing a “battle plan” based on your customer’s perceived weaknesses.

THE REALITY: Do the homework. Talk to your colleagues. Talk to your supervisor. Get the details about when, where, and how your company has added value. Be ready to share those details when the opportunity arises. And forget about trying to “trap” the prospect. ” This myth encourages us to fall into the “salesperson-as-prosecuting-attorney” trap. There are many sales managers and sales trainers who take the idea of “controlling” a faceto-face meeting to such absurd lengths that they actually advocate adopting this principle.

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