The Sales Bible: The Ultimate Sales Resource

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End of Preview——— Like what you just read? Read the rest of the world's best book summary and analysis of Jeffrey Gitomer's "The Sales Bible" at Shortform . Kendi adıma en faydalı bulduğum ve en çok aklımda kalanlar: post-it'lerden faydalanarak hedef belirleme, olumlu tutum sahibi olma, grup iletişim ağı oluşturma.. If your old Bible was published the mid-to-late 19th century, or anytime in the 20th century, it’s not going to be worth much. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most—when people’s lives were at stake… Never Split the Difference will give you a competitive edge in any discussion.” Contents Data-Driven Sales brings together experts from high-growth SaaS companies, and shows exactly how they have used data to transform their companies. Written by 10 guest authors and covering topics like pricing, automating outbound, sales forecasting, hiring, and much more.” Contents

The first step of selling anything is to first approach a perfect stranger. To do it right, we need to overcome our own fear. Ignore the "No Soliciting" sign and walk right past it. You need to view the "No Soliciting" sign in a different way. Like Jeffrey Gitomer says, you must believe that the “No Soliciting” sign’s goal is to ban door-to-door peddlers, not you. Then give yourself a positive psychological boost. Since the first visit must be done anyway, why not approach it with a good attitude? Gitomer, Jeffrey (March 10, 2006). Little Red Book of Sales Answers: 99.5 Real-world Answers that Make Sense, Make Sales, and Make Money. Financial Times-Prentice Hall. ISBN 0-13-173536-5. Now we’ve covered the key points of The Sales Bible. Let’s take some time and review the four key sections. In terms of the company, the prospect may ask questions about your professionalism, or questions about your company's qualifications. Such as, "Can you recommend some other products to me?" "How long have you been working for your company?" "Can I call you for more information at any time?"IPPY Top 10 Outstanding Book Award "Business Breakthrough Book of the Year" for The Little Red Book of Selling. [20]

When I was 21 years old, I was accidentally shown a video of Jeffrey Gitomer Speaking to a Group of People. It was love at first sight! (And no, I am not gay. Neither do I have any issue with anyone who is). I was so blown away by his performance and his content – that I wrote down on my wish list, that one day I would buy it. (One day because I was a poor lad). Jeffrey Gitomer the author of Multi-Million Sold Books gained notoriety in November, 2003 for being the first passenger ever to be banned from US Airways. The airline cited chronic, unreasonable complaints, numerous confrontations with employees, and verbal abuse that allegedly brought employees to tears. In an interview, Gitomer described himself as a demanding, but not abusive, customer and cited only one time that he made an employee cry, several years prior. In October 2004, Gitomer was quietly reinstated as a customer and passenger, having learned from the experience and documenting the positive outcome. All his frequent-flyer miles were restored. This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipelines and accelerating revenue growth with inside sales… As Ken Krogue (President of InsideSales.com) writes in the foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”” Contents Gitomer, Jeffrey (October 27, 2007). Little Platinum Book of Cha-Ching: 32.5 Strategies to Ring Your Own (Cash) Register in Business and Personal Success. FT Press/Pearson Education. ISBN 978-0-13-236274-0. In this book from Clearbit, the focus is on data throughout. Each chapter is written by a different expert, and it’s genuinely fascinating to read concrete examples of how they’ve implemented data-driven solutions to some of the biggest sales problems. While many people will say that data is important, this book answers why it’s so important and gives clear examples of how data has made a difference for these companies.

While I’m not suggesting that you treat your sales calls like a hostage negotiation, there’s still so much you can learn from Chris Voss’s book. In his words, negotiation is “ communication with results .” Whether you’re dealing with terrorists or trying to sell a SaaS product, the negotiation skill can help you communicate more effectively and increase the chances of a positive outcome. This really is a sales text book that sits proudly in our collection. It provides a comprehensive overview of selling and would be highly beneficial to those new to sales but also seasoned professionals will also find it useful to re-educate themselves as and when required. Author David Dorsey writing in The Wall Street Journal comments: "What's especially solid about Mr. Gitomer's books is their grounding in ethics. Success, for him, comes from the heart. He reminds us that top sales reps don't peddle; they solve problems and make customers laugh while offering them something they genuinely need. If you want to be the best salesperson, first you must be the best person." [8] Huettel, Steve. "US Airways clips wings of frequent critic", St. Petersburg Times, November 17, 2003. What if the prospect doesn’t understand what the value of your product is and wants to compare it to a competitor’s product? In this case, you can offer to compare similar products, services, and prices from your competitors to yours. Point out how you compare favorably in each area, especially in those areas of concern voiced by the customer. Collect this information in advance. It'll help resolve the prospect’s concerns and save their time.

According to Gitomer, having a positive attitude allows you to overcome self-limiting beliefs and gives you the confidence to go after what you want. However, you can’t get what you want if you don’t know what you want. The second of Gitomer’s major principles that we’ll discuss builds on this, recommending that you define what success means to you and set a goal to achieve it—whether that means earning X dollars each month or winning an award for salesperson of the year. By clarifying your goals, you can then determine what to do to achieve them. Principle #3: Make the Best Impression Be Aware of Buying Cues. Once you’re aware of these signals, Gitomer says that you should immediately move on to the next step.

In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing , to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.​​​​​​​” Contents