Download e-book for iPad: 25 Most Dangerous Sales Myths: (And How to Avoid Them) by Stephan Schiffman

By Stephan Schiffman

ISBN-10: 1593370148

ISBN-13: 9781593370145

During this most modern addition to the hugely winning 25 revenues abilities sequence, America's no 1 company revenues coach demystifies the 25 most well-liked myths that price revenues humans cash on a daily basis. through fending off those myths and realizing 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 target by means of those harmful "urban legends" of revenues. This e-book uncovers the reality at the back of such misconceptions as: revenues is a numbers video game; Gimmicks "warm up" chilly calls; the buyer is the enemy; continuously attempt to outsmart the customer; everyone seems to be a prospect; consistently paintings on last the deal; by no means ask a question you do not know easy methods to resolution to; The author's easy, direct, easy-to-apply suggestion offers surefire suggestions to win extra revenues everytime, utilizing tools that experience expert millions of to-notch salespeople all over the world.

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Additional info for 25 Most Dangerous Sales Myths: (And How to Avoid Them)

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Critical Factors in Selecting a Vendor The salesperson’s competence (contributes 39 percent to overall satisfaction). The total customer solution (contributes 22 percent to overall satisfaction). The quality of the product or service (contributes 21 percent to overall satisfaction). A competitive price (contributes only 18 percent to overall satisfaction). Notice that, while price is a factor, it is the least important of the four uncovered by the Chally poll. Notice, too, that the salesperson’s ability to service the account (and, presumably, implement the plan he or she developed for the customer) is roughly twice as important as price.

R. Chally Group, a nationally respected sales force benchmarking firm with whom I’ve worked many times, conducted a fascinating poll of more than 15,000 31 The 25 Most Dangerous Sales Myths business customers to find out what the most important factors were for satisfaction in a business relationship with a vendor. Their results suggest that price may not be the be-all and end-all for salespeople after all. R. Chally. The four are reproduced below; to arrive at their numerical distributions, Chally compared poll responses with actual purchase decisions, and correlated the two.

After all, they don’t know whether the other person will say “yes” to their request for a meeting—and they might lose control of the conversation if they ask for another appointment then and there! Before you conclude the first meeting, ask for the Next Step. Ask for it while you’re there. Say, “You know what? You’ve given me a lot to think about. What I’d like to do is go back to my office, talk this over with a couple of people, and come back here next Tuesday at 2:00 so I can show you an outline of how we might be able to work together.

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

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