Book excerpt: Learn how to recover from costly, deal-breaking mistakes and assure a successful closing time after time! There are only two ways to boost your sales performance: do less wrong or do more right. Bestselling author and sales expert Tim Connor offers a unique look at 91 mistakes that thousands of salespeople make every day, from losing control of the sales process to letting business go without a fight. 91 Mistakes Smart Salespeople Make provides smart, straightforward, no-holds-barred advice that will help both novice and expert avoid these expensive blunders and sell more in less time-with less rejection and disappointment. Whether you are a seasoned sales professional or new to the field, 91 Mistakes Smart Salespeople Make is the only sales manual you?ll need to increase sales and boost profits! Tim Connor, author of Soft Sell and nearly 60 other books, has been a full-time speaker and trainer for over 30 years. Since 1973, he has given over 4,000 presentations in 21 countries around the world on sales, motivation, management, supervision and relationships.