Table of Contents
Introduction to the Third Edition vii
Introduction xi
Mistake #1 Not Being Obsessed 1
Mistake #2 Not Listening to the Prospect 5
Mistake #3 Not Empathizing with the Prospect 9
Mistake #4 Seeing the Prospect as an Adversary 13
Mistake #5 Getting Distracted 19
Mistake #6 Not Taking Notes 23
Mistake #7 Failing to Follow Up 27
Mistake #8 Not Keeping in Contact with Past Clients 31
Mistake #9 Not Planning the Day Efficiently 33
Mistake #10 Not Looking Your Best 37
Mistake #11 Not Keeping Sales Tools Organized 39
Mistake #12 Not Taking the Prospect's Point of View 41
Mistake #13 Not Taking Pride in Your Work 45
Mistake #14 Trying to Convince, Rather Than Convey 49
Mistake #15 Underestimating the Prospect's Intelligence 51
Mistake #16 Not Keeping Up to Date 53
Mistake #17 Rushing the Sale 57
Mistake #18 Not Using People Proof 61
Mistake #19 Humbling Yourself 63
Mistake #20 Being Fooled by "Sure Things" 67
Mistake #21 Taking Rejection Personally 71
Mistake #22 Not Assuming Responsibility 75
Mistake #23 Underestimating the Importance of Prospecting 79
Mistake #24 Focusing on Negatives 83
Mistake #25 Not Showing Competitive Spirit 85
Bonus Mistakes
New Mistake #26 Not Having a Fallback Position 89
New Mistake #27 Not Asking for the Sale 93
New Mistake #28 Not Getting Enough Information 97
New Mistake #29 Not Knowing When to Stop Talking 101
New Mistake #30 Taking a Leisurely Sales Approach 105
Quick Reference Summary 109
