The 25 Most Common Sales Mistakes: . . . And How to Avoid Them [Paperback]

Stephan Schiffman (Author)

Book Description

Publication Date: August 18, 2009

"25 Sales Mistakes is essential for any professional or organization committed to sales excellence."
--Michael A. Berman, Chief Operating Officer, Outside Ventures

In the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do--it's what you don't do:

• Don't sell against a competitor
• Don't be satisfied
• Don't stop getting ideas
• Don't use boilerplate proposals
• Don't overuse e-mail

The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice--from listening to the client to following up on the sale--that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.

Editorial Reviews

Review

"25 Sales Mistakes is essential for any professional or organization committed to sales excellence." - Michael A. Berman, Chief Operating Officer, Outside Ventures"

About the Author

Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer?s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and The 25 Sales Habits of Highly Successful Salespeople.

Product Details

• Paperback: 128 pages
• Publisher: Adams Media; 3 edition (August 18, 2009)
• Language: English
• ISBN-10: 1598698214
• ISBN-13: 978-1598698213
• Product Dimensions: 7.4 x 4.3 x 0.3 inches
• Shipping Weight: 6.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.3 out of 5 stars  See all reviews (15 customer reviews)
• Amazon Best Sellers Rank: #87,946 in Books (See Top 100 in Books)
  • #9 in Books > 4-for-3 Books > Business & Investing > Marketing & Sales > Sales & Selling > General
  • #78 in Books > 4-for-3 Books > Business & Investing > General

More About the Author

Stephan Schiffman has trained more than 500,000 salespeople at such firms as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is president of D.E.I Management Group and the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).

Customer Reviews

Most Helpful Customer Reviews

25 of 27 people found the following review helpful:

4.0 out of 5 stars This book was very inspiring., June 25, 1999

By A Customer

This review is from: The 25 Most Common Sales Mistakes ... and How to Avoid Them (Paperback)

As a sales professional I've read many books about how to "make more sales". This book is not only entertaining, but it also gets down to the fundementals of being successful at sales. It is short, concise, and straight to the point. Many of the "mistakes" that Steve talks about, I have made. Pay close attention to the first chapter which talks about being "obsessed" with your profession. A must read for anyone who wishes to improve their professional career. I only wish Mr. Schiffman would share his vast knowledge more freely. He is a Professional and his book hints of his attempt to sell what he actually does; Seminars. At any rate for six bucks and change it's not a bad buy.

19 of 20 people found the following review helpful:

4.0 out of 5 stars Schiffman's Bits of Wisdom Well Worth The Price, January 20, 2001

By 

David Thomson "Second Rate Eric Hoffer Imitator" (Houston, TX USA) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: The 25 Most Common Sales Mistakes ... and How to Avoid Them (Paperback)

I have attended one of Stephan Schiffman's DEI Management Group day long sales seminars. This investment in time has been amply rewarded many times over. --The 25 Most Common Sales Mistakes and How to Avoid Them-- should be purchased by everyone earning a living in sales. Furthermore, even those who do not perceive themselves as per se sales people will also benefit. I am convinced that legitimate sales training will assist anyone who merely desires how to better communicate with others on a day to day basis. After all, who doesn't have to occasionally persuade others to embrace their vision of reality?

Mistake #14 "Trying to Convince, Rather than Covey" is a fault I often unwittingly repeated in the past. The other 24 may highlight a sales weakness that the reader needs to immediately address. The brevity and conciseness of Schiffman's books make them invaluable to all sales organizations. An advanced higher degree is not mandatory to comprehend his tidbits of wisdom. Nobody has to go through the book in one sitting. A chapter here and there will suffice. I recommend buying the author's books in large quantities. The pricing is not only very reasonable---it is easily justified even if individual members of the sales force pick up only a few pointers along the way. An incremental improvement in sales skills will often result in a higher closing ratio. Schiffman is one of the very best. You should pay attention to him.

21 of 23 people found the following review helpful:

5.0 out of 5 stars Beneficial to novice or expert -relates to all salespeople, November 30, 1998

By A Customer

This review is from: The 25 Most Common Sales Mistakes ... and How to Avoid Them (Paperback)

We go through our careers learning from gurus and all those that profess to know. After a while it gets complicated, so we lose track. This book is the best 125 pages I have ever experienced whereby everying I've learned is broken down in an easy to understand again overall sales process. Now it's easy to insert my scripts. Know when to use my NLP teachings. Reminds me of the little things obvious to the novice, long forgotten by the experienced. It helps simplify in a complicated world. I am going to buy this book add it to my personal library and refer to it often because it contains everything you need to succeed.