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

By Stephan Schiffman

During this most modern addition to the hugely profitable 25 revenues talents sequence, America's number 1 company revenues coach demystifies the 25 preferred myths that rate revenues humans funds on a daily basis. by way of keeping off those myths and realizing the reality in the back of them, salespeople will increase their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off course by means of those harmful "urban legends" of revenues. This publication uncovers the reality at the back of such misconceptions as: revenues is a numbers online game; Gimmicks "warm up" chilly calls; the client is the enemy; continually try and outsmart the customer; everyone seems to be a prospect; consistently paintings on remaining the deal; by no means ask a query you do not know find out how to solution to; The author's basic, direct, easy-to-apply suggestion offers surefire concepts to win extra revenues everytime, utilizing tools that experience expert hundreds of thousands of to-notch salespeople around the world.

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Knowing exactly how your organization has helped your customers in the past is essential. You must be able to talk persuasively about these experiences during a sales meeting, and draw relevant parallels between what the prospect is facing and a problem that a client or customer faced earlier. Fancy proposals and outlines are nice, but your prospects want to know why they should 35 The 25 Most Dangerous Sales Myths do business with you. Be sure you can intelligently discuss the successes you or your organization have been able to deliver to others.

Colin Powell? J. C. Watts? ” What a load of nonsense. This kind of advice for intimidating or tricking various ethnic or age groups into buying is at least half a century old; it was always shamefully discriminatory; it always said more about the salesperson than it did about his or her prospects. Unless you feel like resurrecting the worst stereotypes of the first half of the twentieth century, you should treat your prospective customer as an individual and ask intelligent questions about what he or she is trying to do.

Now, if you were to put all of that into the initial voice-mail message, you’d almost certainly get your message deleted. If, on the other hand, you were to use the concise initial message I’ve outlined, and then deliver your calling approach, you’d be much more likely to get the appointment. The only exception to this principle is the situation where you have been trading phone messages for some time with someone who apparently does want to talk to you. In that situation, when you’ve 49 The 25 Most Dangerous Sales Myths got a week or so of “phone tag” under your belt, it is perfectly acceptable to suggest in a brief message that you drop by at a certain date and time and see what happens.

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