The Top Ten Mistakes Salespeople Make & How to Avoid Them - Paperback (Feb. 6, 2007) by Todd Duncan
Paperback: 224 pages
Publisher: Thomas Nelson (February 6, 2007)
Language: English
ISBN-10: 0785287809
ISBN-13: 978-0785287803
Table of Contents
Introduction
Mistake #1: Hyping - Relying on "You Can Do It" propaganda to maintain your sales motivation
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 a life-based business
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
Notes
About the Author
Acknowledgments
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About the Book
Wall Street Journal and Business Week best-selling author and leader of one of America's top sales training companies, Todd Duncan reveals the 10 most common mistakes salespeople make, and offers insight on how to avoid them.
Some salespeople are very successful, but a greater percentage end up victims of the sales industry-and their own mistakes. Some mistakes 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 cost you a sale, but also your career.
About the Author
Todd Duncan, CEO and founder of The Duncan Group in Atlanta, Georgia, is one of America's leading experts in the area of Sales and Life Mastery. His tapes, seminars, and books, including High Trust Selling, Time Traps, and The Top Ten Mistakes Salespeople Make & How to Avoid Them, have helped millions worldwide tap into their potential. He and his wife, Sheryl, and their two boys live in La Jolla, California. --This text refers to an out of print or unavailable edition of this title.
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