Killing the sale : the 10 fatal mistakes salespeople make and how to avoid them / Todd M. Duncan. [print]

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Mistake #1, hyping: relying on success merchandise to remain motivated to sell -- Mistake #2, posing: trying to sell before training to sell -- Mistake #3, tinkering: treating the symptoms but not the sickness of poor selling efforts -- Mistake #4, moonlighting: building a business-based life instead of a life-based business -- Mistake #5, muscling: taking lone ranger actions instead of team-connected strategies -- Mistake #6, arguing: selling your product before knowing your customer -- Mistake #7, gambling: making unplanned calls on unknown customers -- Mistake #8, begging: seeking your customers' business before earning your customers' trust -- Mistake #9, skimming: focusing on surface profitability instead of client satisfaction -- Mistake #10, stagnating: losing your sales edge by neglecting your growth curve.

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.

https://www.amazon.com/Killing-Sale-Fatal-Mistakes-Salespeople/dp/0785263225/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=1581381829&sr=8-1