Instead of writing a sales how-to book, sales guru Todd Duncan has taken a slightly different tack and written a what-not-to-do book. He identifies the 10 most common fatal mistakes salespeople make every day in every business. These oft-overlooked errors in approach and strategy can chase away sales and, in the worst cases, destroy careers. Duncan explains how common blunders such as asking for the sale before establishing a connection ("begging") or failing to ask questions to ascertain your client's needs ("arguing") often kill the sale. If you've read even a few books about sales techniques in the last decade, you are familiar with much of what Duncan preaches. In fact, he has addressed the topic in other ways in his previous books, but his sales advice is solid. getAbstract believes it will be helpful to the sales neophyte, and can serve as a handy refresher for experienced salespeople.
In this summary, you will learn
- How to build a sales career;
- How to avoid making the 10 most common sales mistakes; and
- How to approach a sale, step by step.
About the Author
Todd Duncan, who wrote the bestseller High Trust Selling, is an expert on sales and work-life balance. He consults, conducts seminars, and publishes tapes and books.