The definitive guide to successful selling. This classic work shows sales people in all fields and industries how to identify those small and not-so-small mistakes which can be fatal in closing deals. George N. Kahn has been one of the nation's leading sales writers and trainers for more than 30 years.
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2 of 2 people found the following review helpful:
4.0 out of 5 stars
Still relevant after all these years,
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This review is from: The 36 Biggest Mistakes Salesmen Make and How to Correct Them (Paperback)
Some might consider Mr Kahn's book to be a potboiler because it was written in l963. It is still a super book. It's short--200 pages. It is well indexed. It does not matter if you are selling advertising, 747 aircraft, vacuum cleaners or computers you cannot avoid the timeless truths shown here. Thirty-six times, Kahn states a principle, illustrates it with many anecdotes and the tells you how to apply what you have learned. Resist the temptation to read this book in a few sittings. Rather--read a chapter a day, they're short, for six months. Keep a copy in your briefcase. In six months you will have jumped several levels in performance.
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