The 25 Sales Skills They Don't Teach at Business School

By Stephan Schiffman

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• Determine when a "prospect" is really that, and not just a waste of time.
• Flip a meeting's negative momentum on its head with disarming questions.
• Avoid the hazards of preconceptions of a client's needs.
• Get past "screeners" to get the ear of the real decision makers.
• Filter the good advice from the bad on the Internet.
• Impress a buyer deeply by demonstrating your focus.