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Do It! Marketing by David Newman

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39 YOUR SALES TO-DON’T LIST

This list of 10 one-liners comes from an old Purchasing magazine survey. In an ironic twist, Purchasing magazine, founded in 1915, ceased publication in April 2010. Apparently, not enough people were purchasing Purchasing!

I’ve expanded on each survey item with my comments and suggestions for you and your business.

TOP 10 THINGS SALESPEOPLE DO THAT BUYERS DISLIKE

10.  Failure to keep promises

Two suggestions here:

1.  OVERpromise and OVERdeliver.

2.  Learn to shut up.

When you say, “I’ll do my best to get it here Tuesday,” your customer hears, “I promise it’ll be here Tuesday.”

In fact, even if you say, “I can’t promise ...

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