The 25 Most Common Sales Mistakes and How to Avoid Them

By Stephan Schiffman

Book Overview

"25 Sales Mistakes is essential for any professional or organization committed to sales excellence."
--Michael A. Berman, Chief Operating Officer, Outside Ventures

In the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do--it's what you don't do: Don't sell against a competitorDon't be satisfiedDon't stop getting ideasDon't use boilerplate proposalsDon't overuse e-mail The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice--from listening to the client to following up on the sale--that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.

• Format: Paperback
• Language: English
• ISBN: 1598698214
• ISBN13: 9781598698213
• Release Date: August 2009
• Publisher: Adams Media Corporation
• Length: 128 Pages
• Weight: 0.30 lbs.
• Dimensions: 0.3" x 4.3" x 7.4"

Customer Reviews

Great for learning or a little reminder

This book offers great little tidbits of information about common sales mistakes. It has truly improved my closing ratio. This is a great book to pull out every once in awhile when you need a boost. Sometimes it is hard to break a habit and easy to slip into an old routine.

Practical-Usable advice

This is back to the basics, but these basics will make or break you as in sales. A very good guide to keep on your shelf to re-read yearly and to pass on to sales personnel who seem to be floundering.

A great back to the basics book

"Schiffman has done it again. A great back to the basics book, this should be a must read for all salespeople--new and experienced."

a must read for anyone in sales

I read alot of sales books (and if you are in any type of sales, you should, too), and so far Steven Schiffman has had the best real-world sales advice. Some of his sales theories fly in the face of traditional sales training, but having been in business to business sales for a long time myself, I can say that he is right on target. Yes, like any sales book, some (if not most) of it is common sense, but the common sense is put into a perspective that makes it easy to apply every day. And let me stress that his techniques DO WORK. Salespeople tend overcomplicate the entire sales process, and Steven Schiffman is able to simplify it. Some techniques or theories are repeated in several of his books, so if you read a few of his books you may feel like parts are redundant, but I believe that repetition is the best way of learning, and I was still able to take many new points out of each of the 5 or 6 Steven Schiffman books I have read. I definately recommend this book to anyone in sales, and I recommend you take a look at some of his other more specialized books if you would like to improve on something specific (Cold Calling Techniques That Really Work is the best sales book out there).

Highly Recommended!

Stephan Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems. He uses the same nuggets-of-advice format as in many of his other books, such as The Most Common Sales Habits of Highly Successful Salespeople, and the formula is a winner for him. His advice may sound fairly familiar, and much of it echoes his other books, though the concept that you can error-proof your sales approach is a dandy new angle. The advice is sound and is soundly given. Schiffman presents a short, brisk directory of 25 goofs to avoid and ways to fix up your sales approach in this easy-to-read booster. Maybe the simplicity and accessibility of his step by step approach explains why titles based on 10 of this or 25 of that are so popular - just as we suspect this spiffy countdown will be as well.