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

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

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There's nothing easier, more naturalor more dangerousthan to latch on to wrong information. Salespeople do it all the time, as they mistakenly build their sales philosophies on foundations of halftruths 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 fieldtested 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 reallife advice on how to achieve better sales.

⚠️ WARNING (California Proposition 65):

This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.

For more information, please visit www.P65Warnings.ca.gov.

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