- Concrete Examples
This excellent short handbook can benefit every salesperson. The author identifies 25 pernicious sales fallacies and demolishes each one. Then, he replaces them with sound common sense advice. You could summarize the book quite handily in a few words: be honest and respect your customer, listen more than you talk, learn all you can, and offer not just a standard product or service but a solution to the customer’s problem. This isn’t the sort of book you buy to read once. It is the kind of book you buy to keep in your desk drawer and glance at periodically. Be forewarned – the author is in the business of selling sales training, and doesn’t make the mistake of giving away the secrets he sells. Yet, his simple reminders of what mistakes to avoid may sometimes be as valuable as comprehensive advice on what to do.
About the Author
Stephan Schiffman is president of D.E.I. Management Group, Inc., a large US training company. He has written numerous articles and best-selling books, including Cold Calling Techniques (That Really Work!) and The 25 Sales Habits of Highly Effective People.
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