By Stephan Schiffman

ISBN-10: 1593370148

ISBN-13: 9781593370145

During this most modern addition to the hugely winning 25 revenues talents sequence, America's no 1 company revenues coach demystifies the 25 most well liked myths that fee revenues humans funds each day. by way of fending off those myths and realizing the reality at the back of them, salespeople will increase their pitch and strenthen their revenues calls. For too lengthy, revenues humans were lead off beam by way of 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; continuously try and outsmart the customer; everyone seems to be a prospect; consistently paintings on final the deal; by no means ask a query you do not know the right way to solution to; The author's uncomplicated, direct, easy-to-apply suggestion offers surefire innovations to win extra revenues everytime, utilizing equipment that experience proficient hundreds of thousands of to-notch salespeople world wide.

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Sample text

Reason for the call: The reason I’m calling you specifically today is that we just completed a program for Acme Manufacturing that helped them to 29 The 25 Most Dangerous Sales Myths improve productivity by 15 percent in one quarter. I’d love to get together with you to show you the program we put together for Acme—can we meet on January 16th at 3:00? THEN STOP TALKING. You don’t have to use my words, but you do have to use a standardized script, one that you know backwards and forwards and can deliver in exactly the same way, each and every time you call to try to set up an appointment.

56 Myth #13 Salesperson: I’d like to meet with you so I can show you . . Decision-Maker: I’m really not interested in talking about any of that with you. Salesperson: Not interested? How could you possibly not be interested when I haven’t even told you what I want to meet with you about? What exactly aren’t you interested in, if I may ask? Decision-Maker: Look. I told you—I’m not interested in meeting with you, okay? ” And you said, quote, “any of that,” unquote, before I told you a single, solitary word about the purpose of the meeting I was proposing.

I’m not going to spend a lot of time discussing it, because it is, quite frankly, blindingly obvious once you encounter it. Simply make a point of asking for the next meeting at the conclusion of the meeting you’re in. Propose a specific time and date; stop talking. See what happens. If you do this at every sales meeting, you’ll find out where the contact really stands, you’ll spend less time spinning your wheels, and you’ll dramatically shorten your sales cycle, typically by between two and four weeks.

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

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