By Tim Connor

ISBN-10: 140220812X

ISBN-13: 9781402208126

ISBN-10: 1402214804

ISBN-13: 9781402214806

There are just how one can improve your revenues functionality. Do much less improper or do extra correct. From bestselling writer Tim Connor comes a distinct examine ninety one blunders that hundreds of thousands of salespeople make on a daily basis, from wasting keep watch over of the revenues strategy to letting company cross and not using a struggle. ninety one error shrewdpermanent Salespeople Make bargains clever, effortless, no-holds-barred equipment that might aid either amateur and specialist promote extra in much less time with much less rejection and unhappiness. even if readers are professional revenues execs or new to the sector, ninety one blunders clever Salespeople Make is the one revenues guide they should strengthen earnings!

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Extra resources for 91 Mistakes Smart Salespeople Make: How to Turn Any Mistake into a Successful Sale

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Tailor each presentation to the client’s specific desires. 22 91 Mistakes Smart Salespeople Make 91 Template3 7/26/06 4:35 PM Page 23 56. Know exactly what to say, regardless of the circumstances. 57. Create high perceived value so price is not an issue. 58. Ensure that prospects understand what is in it for them. 59. Customize your sales message and approach. 60. Always come from the prospect’s perspective. 61. See the sale as part of an ongoing relationship. 62. Treat prospects with respect and concern.

Never try again? When life gives you a problem, do you: • Look for an excuse or scapegoat? • Adjust? • Quit? 52 91 Mistakes Smart Salespeople Make 91 Template3 7/26/06 4:35 PM Page 53 When someone says unpleasant things about you, do you: • Get angry at them? • Accept their view as theirs and in no way related to who you are? When you receive a compliment, do you: • Make excuses? • Say thank you? When you succeed, do you: • Pat yourself on the back? • Belittle your success? Turn It Around Find ways to like yourself more every day.

Practice new techniques on a fellow salesperson. 43. The prospect should be talking at least twice as much as you are. 44. Keep control with a planned approach. 45. Keep the focus on how the customer benefits. 46. Establish the prospect’s trust before you begin to sell. 47. Develop several urgency-building, probing elevator questions. 48. Give presentations only to those who make buying decisions. 49. Learn everything about all of your competitors. 50. Create psychological debt through service.

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91 Mistakes Smart Salespeople Make: How to Turn Any Mistake into a Successful Sale by Tim Connor


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