91 Mistakes Smart Salespeople Make

ISBN: 9781402214806

By: Tim Connor

Published: 09/01/2006

Learn how to recover from costly, deal-breaking mistakes and assure a successful closing.

Available Formats

eBook PDF
What's this?

Read the PDF on your Sony Reader, Nook, Kobo, iPhone, iPod Touch, or iPad (through the free Bluefire Reader app); or Computer.

Adobe Digital Editions is required for downloading and viewing the eBook.

For more information see our articles on: Supported eBook Formats and How to Download an eBook.



There are only two ways to boost your sales performance. Do less wrong or do more right.

From bestselling author Tim Connor comes a unique look at 91 mistakes that thousands of salespeople make every day, from losing control of the sales process to letting business go without a fight. 91 Mistakes Smart Salespeople Make offers smart, straightforward, no-holds-barred methods that will help both novice and expert sell more in less time with less rejection and disappointment.

Whether readers are seasoned sales professionals or new to the field, 91 Mistakes Smart Salespeople Make is the only sales manual they need to boost profits!

About the Author

Tim Connor C.S.P.

Tim Connor, author of Soft Sell and nearly 60 other books, has been a full-time speaker and trainer for over 30 years. Since 1973, he has given over 4,000 presentations in 21 countries around the world on sales, motivation, management, supervision and relationships.


Table of Contents

Foreword: Have You Met Seymour?
Sales Quiz

Index of Mistakes
Index of Turn-Arounds

Chapter One: Attitude Mistakes
Chapter Two: Prospecting Mistakes
Chapter Three: Sales Presentation Mistakes
Chapter Four: Handling Objections and Closing Mistakes
Chapter Five: Time and Territory Management Mistakes
Chapter Six: Record-Keeping Mistakes
Chapter Seven: After-Sales Service Mistakes

Sales Quiz Answers

Personal Skill and Attitude Assessment

Afterword: Are Salespeople Becoming Obsolete?

Recommended Reading
About the Author


Excerpt from 91 Mistakes Smart Salespeople Make

MISTAKE #1: Lacking Clear Focus
You usually bring into your life whatever is consistent with your focus. You can focus either on what is not w...

See More


Format: eBook PDF

Length: 7 in
Width: 5 in
Weight: 0.00 oz
Page Count: 256 pages


1935 Brookdale Road | Suite 139
Naperville, IL 60563
(800) 432-7444 or 800-43Bright (toll-free)
(630) 961-3900 (phone)
(630) 961-2168 (fax)

Sourcebooks Inc, Publishers - Book, Naperville, IL

Sign Up for Our Newsletter

Subscribers receive exclusive deals and content every month!