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25 Most Common Sales Mistakes [Paperback]

Stephan Schiffman
3.7 out of 5 stars  See all reviews (3 customer reviews)
RRP: 7.99
Price: 6.38 & FREE Delivery in the UK on orders over 10. Details
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Book Description

25 Sep 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.


Frequently Bought Together

25 Most Common Sales Mistakes + The 25 Sales Habits of Highly Successful Salespeople
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Product details

  • Paperback: 184 pages
  • Publisher: Adams Media Corporation; 3rd Revised edition edition (25 Sep 2009)
  • Language: English
  • ISBN-10: 1598698214
  • ISBN-13: 978-1598698213
  • Product Dimensions: 18.7 x 11 x 0.9 cm
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Bestsellers Rank: 1,068,562 in Books (See Top 100 in Books)

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Product Description

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 (That Really Work!) and The 25 Sales Habits of Highly Successful Salespeople.

Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars Highly Recommended! 8 Jun 2004
By Rolf Dobelli TOP 500 REVIEWER
Format:Paperback
Stephan Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems. He uses the same nuggets-of-advice format as in many of his other books, such as The Most Common Sales Habits of Highly Successful Salespeople, and the formula is a winner for him. His advice may sound fairly familiar, and much of it echoes his other books, though the concept that you can error-proof your sales approach is a dandy new angle. The advice is sound and is soundly given. Schiffman presents a short, brisk directory of 25 goofs to avoid and ways to fix up your sales approach in this easy-to-read booster. Maybe the simplicity and accessibility of his step by step approach explains why titles based on 10 of this or 25 of that are so popular - just as we suspect this spiffy countdown will be as well.
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1 of 1 people found the following review helpful
5.0 out of 5 stars If you make the calls you get the business 16 Nov 2009
By Peter Wade VINE VOICE
Format:Paperback
If you make the calls you get the business

I have the 1990 edition but I looked at the latest edition and the author has added some bonus tracks.

This book is very easy to read and I used to have the Quick reference summary at the back blown up to A4 size and laminated when I used ot go out and give talks.

It is obviously about selling but it also applies to every aspect of business. If you are not selling you have no business. I am a lawyer and it is anathema to most lawyers to think they are salesmen but they are if you do not get in new work then you are dead

I will be ordering the latest version and I will put it on my wish list.

His bonus tracks are interesting

Number 26 Not having a fall back position.
Number 27 Not asking for the sale
Number 28 Not getting enough information
Number 29 Not knowing when to stop talking
Number 30 Taking a leisurely sales approach

Mistake 7 failing to follow up

I used to get a stream of ladies on a Monday morning making enquiries about divorces.

I would give them my spiel and they would go away happy but I discovered that almost none of them came back.

I wondered why and had a think about it. I thought that maybe they wanted to be prompted to instruct me and that they didn't really know what to do next.

I was assuming that they would be just mesmerised by my ability and ring me back. They didn't

I then used to write a follow up with what they had to do next and setting out my costs.

As a result of that simple idea I turned eight of ten of the enquiries into instructions.

Now in all my work if someone calls I set out in detail my costs and what I need them to do.
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1.0 out of 5 stars One Star 9 Aug 2014
By Alan S
Format:Paperback|Verified Purchase
American drivel
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.2 out of 5 stars  23 reviews
19 of 20 people found the following review helpful
4.0 out of 5 stars Schiffman's Bits of Wisdom Well Worth The Price 20 Jan 2001
By David Thomson - Published on Amazon.com
Format:Paperback|Verified Purchase
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.
27 of 30 people found the following review helpful
4.0 out of 5 stars This book was very inspiring. 26 Jun 1999
By A Customer - Published on Amazon.com
Format: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.
21 of 23 people found the following review helpful
5.0 out of 5 stars Beneficial to novice or expert -relates to all salespeople 30 Nov 1998
By A Customer - Published on Amazon.com
Format: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.
8 of 8 people found the following review helpful
5.0 out of 5 stars Practical-Usable advice 26 Sep 2005
By Melissa J. Peak - Published on Amazon.com
Format:Paperback
This is back to the basics, but these basics will make or break you as in sales. A very good guide to keep on your shelf to re-read yearly and to pass on to sales personnel who seem to be floundering.
6 of 6 people found the following review helpful
5.0 out of 5 stars Great for learning or a little reminder 10 Feb 2006
By Sherry Collier - Published on Amazon.com
Format:Paperback
This book offers great little tidbits of information about common sales mistakes. It has truly improved my closing ratio. This is a great book to pull out every once in awhile when you need a boost. Sometimes it is hard to break a habit and easy to slip into an old routine.
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