Noted sales trainer, Stephan Schiffman offers 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.
Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems, using the same nuggets-of-advice format as in many of his other books!
