25 Most Dangerous Sales Myths : (And How to Avoid Them)
by Schiffman, StephanFormat: Paperback
Pub. Date: 2004-07-01
Publisher(s): Adams Media Corp
Other versions by this Author
List Price: $6.95
Rent Book
Select for Price
Digital
$3.59*
New Book
We're Sorry
Sold Out
Used Book
We're Sorry
Sold Out
How Marketplace Works:
- This item is offered by an independent seller and not shipped from our warehouse
- Item details like edition and cover design may differ from our description; see seller's comments before ordering.
- Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
- Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
- Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.
Summary
Sales guru Stephan Schiffman debunks twenty-five of the most popular myths that could be costing you valuable sales every day. By following Schiffman's easy-to-follow advice and surefire strategies, you will avoid these dangerous sales myths and strengthen your sales calls. Book jacket.
Author Biography
Stephan Schiffman is the president of D.E.I. Management Group and the author of many sales/marketing books
Table of Contents
| Introduction | p. 7 |
| "Always Be Closing" | p. 10 |
| Selling Requires "Can't-Miss" Closing Tricks | p. 15 |
| You Can "Warm Up" Your Cold Call with Mysterious Packages | p. 20 |
| Sending Strange Business Letters Works | p. 24 |
| People Love It When You Pretend You're Not a Salesperson | p. 26 |
| Decision-Makers Adore Unannounced Visitors | p. 28 |
| Price Always Carries the Day | p. 31 |
| Selling Effectively Means "Trapping" the Prospect | p. 34 |
| Never Ask a Question When You Don't Know What the Answer Will Be | p. 37 |
| Always Try to Outsmart the Buyer | p. 43 |
| Long, Detailed, and/or Wacky Voice-Mail Messages Are Great Selling Weapons | p. 47 |
| E-Mail Is Replacing the Telephone as a Sales Tool | p. 52 |
| Fight, Fight, Fight When You Hear Negative Responses! | p. 56 |
| The Customer Is Your Enemy | p. 59 |
| You Can "Convince" People to Buy from You | p. 63 |
| Sales Is a Numbers Game | p. 66 |
| Stare 'em Down | p. 70 |
| The Quicker You Make a Recommendation, the Better | p. 74 |
| People Need You | p. 78 |
| Slumps Are Inevitable | p. 82 |
| Go It Alone | p. 86 |
| Everyone's a Prospect | p. 89 |
| Fast Talk Carries the Day | p. 94 |
| The "Killer Question" Overcomes Any Objection | p. 97 |
| "I Know Everything I Need to Know" | p. 103 |
| The Myths--and the Realities | p. 121 |
| Table of Contents provided by Rittenhouse. All Rights Reserved. |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.