Killing the Sale : The 10 Fatal Mistakes Salespeople Make & How To Avoid Them

By Todd Duncan

Book Overview

There are approximately 12.2 million salespeople in the United States-that's about 1 out of every 23 people Salespeople are everywhere, selling everything imaginable. Some are making a killing, but a greater percentage end up victims of the sales industry-and their own mistakes. Some are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career. Duncan addresses these catastrophic mistakes with clarity and directness. Whether you're a seasoned sales professional or someone considering sales as a career, Duncan's wisdom can help you avoid errors in perception, practice, and performance that could not only kill a sale but also your career.

• Format: Hardcover
• Language: English
• ISBN: 0785263225
• ISBN13: 9780785263227
• Release Date: February 2004
• Publisher: Thomas Nelson Publishers
• Length: 204 Pages
• Weight: 0.92 lbs.
• Dimensions: 0.8" x 6.3" x 9.3"

Customer Reviews

Useful warning: how to avoid 10 sales pitfalls

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. We believe it will be helpful to the sales neophyte, and can serve as a handy refresher for experienced salespeople.

Rings true ...

This book is as funny as it is true. If you've spent any time selling, you'll find yourself giggling in one moment and slapping yourself on the forehead in the next. Duncan's anecdotes and admonitions ring true and his advice is generally simple to implement. Worth the read.