Killing the Sale: The 10 Fatal Mistakes Salespeople Make
Todd Duncan, author of High Trust Selling, provides an in-depth look into the most common mistakes made by professional sales people. This is not a re-hash of things you have heard at every sales conference you have ever attended. Instead, it is both a tool for creating self-awareness of potentially destructive behaviors and a guide for creating a value-based plan for sales success in order to keep life in balance.
Who is Todd Duncan?
"I know a little something about selling and success...and about motivating people to reach their goals. As I've watched Todd Duncan over the years, I've seen in him a lot of the same passion, the same spark, the same drive that has motivated me." ~ Zig Ziglar
- The Duncan Group
- Initially Todd Duncan was a mortgage lending professional and he started out coaching others in this field. However, Todd's writing, seminars and other materials are applicable to all sales professionals across every industry. The Duncan Group was founded in 2002 as a training and development organization for mortgage professionals.
Order Killing the Sale
by Todd Duncan
Why I Enjoyed "Killing the Sale"
Before cracking the binding on "Killing the Sale", my expectations were that this book would be a refresher of sorts. If you are in sales, then be honest with me, most sales books feature the same 15 or so techniques just "re-upholstered" to look new. Why even read sales books then? The same reason you re-read the bible. Just because you've heard it before doesn't mean it isn't worth hearing again... especially if you have forgotten to practice the disciplines.
The first mistake of ten presented in the book is the mistake of "hyping" which Todd describes as relying on external motivation. I found it refreshing to see where he was going with this. First, this is a clear message of personal accountability. Rely on internal motivation, not external. Secondly, it called out of the corner something I've believed for a long time. Sales rally's don't really work long-term.
So far, so good...an honest and interesting beginning. Then I get to chapter/mistake #2 which is "posing". On first blush I deny this is a mistake I make. Me? Posing? Nah....
"Like movie stars who switch from one role to the next, many salespeople have become skilled at changing costumes and playing a wide range of characters to get into the pockets of their customers. But while a diverse character arsenal in the acting profession usually leads to more money; in the sales profession it usually leads to instability, increased stress, and ruined lives."
WOW! OUCH! YIKES! That was NOT what I thought posing was going to be about and furthermore, I do THAT ALL THE TIME! I didn't even know it had a name or that it was a problem! Reading that chapter brought to light a major weakness in not only my sales life but my personal life. I spent more time trying to BE the sales person, husband, etc. that I thought someone else wanted me to be. What a 2x4 across the head!
Ultimately, if you read Todd's books you will find that his sales and leadership advice is just as applicable to your marriage, parenting, etc. then it is to your business.
So read this book and allow it to impact your sales career and your personal life. Then you can be happy like this guy
The first mistake of ten presented in the book is the mistake of "hyping" which Todd describes as relying on external motivation. I found it refreshing to see where he was going with this. First, this is a clear message of personal accountability. Rely on internal motivation, not external. Secondly, it called out of the corner something I've believed for a long time. Sales rally's don't really work long-term.
So far, so good...an honest and interesting beginning. Then I get to chapter/mistake #2 which is "posing". On first blush I deny this is a mistake I make. Me? Posing? Nah....
"Like movie stars who switch from one role to the next, many salespeople have become skilled at changing costumes and playing a wide range of characters to get into the pockets of their customers. But while a diverse character arsenal in the acting profession usually leads to more money; in the sales profession it usually leads to instability, increased stress, and ruined lives."
WOW! OUCH! YIKES! That was NOT what I thought posing was going to be about and furthermore, I do THAT ALL THE TIME! I didn't even know it had a name or that it was a problem! Reading that chapter brought to light a major weakness in not only my sales life but my personal life. I spent more time trying to BE the sales person, husband, etc. that I thought someone else wanted me to be. What a 2x4 across the head!
Ultimately, if you read Todd's books you will find that his sales and leadership advice is just as applicable to your marriage, parenting, etc. then it is to your business.
So read this book and allow it to impact your sales career and your personal life. Then you can be happy like this guy
Group Discussion
Lensmaster
br301005 wrote...
I've read 4/5 of Tod's Book, highly recommended, you can get them on Audio CD as well..
I came across another great little 80 page book on how to increase sales, and its about having No goals as well as Yes goals.
To much to type here, so read the website at www.howtoincreasesales.org
Posted July 02, 2010
by mortgageblogger
I've been working with home buyers for nearly 10 years. My mission is to educate and inform so that buyers can make educated choices about the lender they... more »
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