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The 25 Most Common Sales Mistakes and How to Avoid Them

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Selling is not just a matter of what you do right-it's also a matter of what you do wrong.

Introduction to the Third Edition	p. vii
Introduction	p. xi
Not Being Obsessed	p. 1
Not Listening to the Prospect	p. 5
Not Empathizing with the Prospect	p. 9
Seeing the Prospect as an Adversary	p. 13
Getting Distracted	p. 19
Not Taking Notes	p. 23
Failing to Follow Up	p. 27
Not Keeping in Contact with Past Clients	p. 31
Not Planning the Day Efficiently	p. 33
Not Looking Your Best	p. 37
Not Keeping Sales Tools Organized	p. 39
Not Taking the Prospect's Point of View	p. 41
Not Taking Pride in Your Work	p. 45
Trying to Convince, Rather Than Convey	p. 49
Underestimating the Prospect's Intelligence	p. 51
Not Keeping Up to Date	p. 53
Rushing the Sale	p. 57
Not Using People Proof	p. 61
Humbling Yourself	p. 63
Being Fooled by "Sure Things"	p. 67
Taking Rejection Personally	p. 71
Not Assuming Responsibility	p. 75
Underestimating the Importance of Prospecting	p. 79
Focusing on Negatives	p. 83
Not Showing Competitive Spirit	p. 85
Bonus Mistakes
Not Having a Fallback Position	p. 89
Not Asking for the Sale	p. 93
Not Getting Enough Information	p. 97
Not Knowing When to Stop Talking	p. 101
Taking a Leisurely Sales Approach	p. 105
Quick Reference Summary	p. 109
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