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Index
Title Page
Copyright Page
Dedication
Contents
Introduction to the Third Edition
Introduction
MISTAKE #1: Not Being Obsessed
MISTAKE #2: Not Listening to the Prospect
MISTAKE #3: Not Empathizing with the Prospect
MISTAKE #4: Seeing the Prospect as an Adversary
MISTAKE #5: Getting Distracted
MISTAKE #6: Not Taking Notes
MISTAKE #7: Failing to Follow Up
MISTAKE #8: Not Keeping in Contact with Past Clients
MISTAKE #9: Not Planning the Day Efficiently
MISTAKE #10: Not Looking Your Best
MISTAKE #11: Not Keeping Sales Tools Organized
MISTAKE #12: Not Taking the Prospect’s Point of View
MISTAKE #13: Not Taking Pride in Your Work
MISTAKE #14: Trying to Convince, Rather Than Convey
MISTAKE #15: Underestimating the Prospect’s Intelligence
MISTAKE #16: Not Keeping Up to Date
MISTAKE #17: Rushing the Sale
MISTAKE #18: Not Using People Proof
MISTAKE #19: Humbling Yourself
MISTAKE #20: Being Fooled by “Sure Things”
MISTAKE #21: Taking Rejection Personally
MISTAKE #22: Not Assuming Responsibility
MISTAKE #23: Underestimating the Importance of Prospecting
MISTAKE #24: Focusing on Negatives
MISTAKE #25: Not Showing Competitive Spirit
NEW MISTAKE #26: Not Having a Fallback Position
NEW MISTAKE #27: Not Asking for the Sale
NEW MISTAKE #28: Not Getting Enough Information
NEW MISTAKE #29: Not Knowing When to Stop Talking
NEW MISTAKE #30: Taking a Leisurely Sales Approach
Quick Reference Summary
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