(如何识破24个常见销售陷阱)24 SALES TRAPS AND HOW TO AVOID THEM

作者简介

Based on field-tested and scientifically validated research, this book replaces conventional wisdom with hard facts and an updated approach to sales. The guide uncovers 24 assumptions that lead salesp

书籍目录

PrefaceAcknowledgmentsINTRODUCTIONPRINCIPLE 1: ADOPT AN OUTSIDE FOCUS  Sales Trap 1: You Must Be Aggressive to Succeed in Sales  Sales Trap 2: You Can Make a Complex Sale Without an Account Champion  Sales Trap 3: It's Best to Offer Solutions to Problems You SeePRINCIPLE 2: GET THE MOST OUT OF YOUR BEST PEOPLE  Sales Trap 4: Rejection Is Failure  Sales Trap 5: Academic Studies Aren't Helpful in Real-World Sales  Sales Trap 6: Either Salespeople Have It or They Don'tPRINCIPLE 3: TRAIN EFFECTIVELY  Sales Trap 7: It's the Content of the Skill Training That Matters Most  Sales Trap 8: Beginners Should Start With Comprehensive TrainingPRINCIPLE 4: CREATE VALUE  Sales Trap 9: You Won't Make the Sale Unless You Reach the Decision Maker  Sales Trap 10: Rank Decision Criteria Relative to Competitors  Sales Trap 11: Providing Information About Products and Services Creates Customer Value  Sales Trap 12: You're Selling Value Versus Price  Sales Trap 13: Lower Your Price to Make the Sale  Sales Trap 14: It's Possible to Sell Anything to Anybody  Sales Trap 15: Offer Solutions Early  Sales Trap 16: Let the Customer Control the Sales Call  Sales Trap 17: The Purpose of Questions Is to Persuade Someone to Do Something  Sales Trap 18: A Skilled Salesperson Doesn't Need to Plan Sales CallsPRINCIPLE 5: FOCUS ON FEEDBACK AND LEARNING  Sales Trap 19: Sales Skill Training Is Enough to Solve Selling Problems  Sales Trap 20: If You Generate Sales Activity,You'll Close More Sales  Sales Trap 21: Top Performers Are the Best Teachers  Sales Trap 22: Sales Managers Are Good CoachesPRINCIPLE 6: USE THE INTERNET  Sales Trap 23: The Internet Has Changed Selling  Sales Trap 24: The Internet Will Replace All Consultative SalespeopleEPILOGUE  Notes  Index  About the Author

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