There's nothing easier, more natural--or more dangerous--than to latch on to wrong information. Salespeople do it all the time, as they mistakenly build their sales philosophies on foundations of half-truths and falsehoods, such as "you must be aggressive to succeed in sales" or "lower your price to close the sale." 
The 24 Sales Traps and How to Avoid Them debunks sales truisms like these. Based on field-tested and scientifically validated research, the book replaces conventional wisdom with hard facts and an updated approach. For example: 
* "If you generate sales activity, you'll be successful." Sales managers preach this as gospel, but the research uncovered here shows that it only applies to small, transactional sales, not large, consultative sales. 
* "The Internet has changed selling." Not so, readers learn. The Internet has shifted traditional direct marketing to the virtual channel, but not selling. 
* "Handling objections helps you meet the prospect's needs." True, but: research shows that the fewer the objections, the more likely the sale will take place. 
The 24 Sales Traps and How to Avoid Them will appeal to both sales managers and reps searching for a fresh infusion of real-life advice on how to achieve better sales.

The 24 Sales Traps and How to Avoid Them: Recognizing the Pitfalls That Mislead Even the Best Performers

Business & Money

Canada, Dick

Marketing & Sales

Amacom Books

The authors’ point of view is that adversity confronts us all at certain times in life, but we believe these particular lessons can enable each person to take on the real world more easily and successfully overcome the inevitable barriers.Each chapter’s layout includes four basic parts. The first section is the content regarding the chapter’s Life Lesson, which describes why that specific lesson is important. The second is the Coach’s Corner, which summarizes a personal story or example that illustrates the message. The third is a Research Section, which identifies the research that validates the lesson.The last section is the Coach’s Playbook, which clarifies how the readers can improve that lesson area.

Coach's Top Ten Life Lessons: Navigating the Real World

Melink, Monica

Management & Leadership

Sentia Publishing

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