91 Mistakes Smart Salespeople Make: How to Turn Any Mistake Into a Successful Sale

I enjoyed the approach of this book, in that it highlights common mistakes made by anyone involved with sales, and how to correct them. Much of what you will find in this book is Sales 101, but there are a few solutions to common mistakes that he elaborates on more than other sales books. Examples of this include Mistake #38 (letting business go without a fight), which offers solid advice on converting what could have been a lost sale into a future client. Mistake #50 (failing to build psychological debt) also offers great suggestions that I haven't previously come across in reading about the pscychology behind sales. While some of the solutions offered to the 91 mistakes were beneficial, more than a few from the first chapter smacked of self-help literature. Connor points out mistakes dealing with self-esteem, day-to-day organization, and stress. I could have done without those, as well as the theological references, but perhaps some readers will find them useful on a personal level. I also noticed that Connor repeated several solutions word-for-word throughout the book, as though his attempt was to stretch it out. The redundant solutions and advice that doesn't seem critical to prospecting or making a pitch is partly why I deducted a star from the rating. My primary reason for giving it four stars was because many of the solutions are easy to find online, or in older sales books. The most useful advice contained within this book is worth much more than its modest retail price. The money that you will generate from new sales makes this a worthwhile purchase.