The Sales Bible: The Ultimate Sales Resource

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After clarifying your goals, the next step Gitomer recommends is to polish your selling skills. By putting plenty of effort into preparation, you can make the best impression on your prospects, which then increases your chances of making a sale and achieving your goals. (Shortform note: While Gitomer details several strategies for making the best impression, he doesn’t mention how much time you have to win people over. Entrepreneur Jordan Belfort says that you should make a good impression within the first four seconds of a conversation, or you’ll fail to close the sale.) Principle #4: Build and Maintain Relationships Jeffrey is an advocate of consultative selling and this book delves into several topics that are often either ignored or are simply not covered. What evidently comes across (and what we truly believe) is that to be successful in sales, you must have the right attitude, you should set goals and you should put a plan in place. You should always prepare in advance before speaking to any prospect; make a good introduction, really understand the customer and meet their needs, present well, build rapport, and try and establish a long-term relationship. Other items covered include customer service, networking and trade show success which is quite unusual for a sales book. Reviewers have noted that the book can be repetitive, with many tips reiterated across different chapters. We’ve distilled Gitomer’s strategies and divided them into six main principles. Principle #1: Have a Positive Attitude National Speakers Association. RSVP: 2007 NSA Membership Survey Special Report. Tempe, Arizona February 2007. Sometimes, you don’t even need the entire Bible to have great value on your hands. Some individual leaves from truly rare Bibles can make big money.

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 In your self-introduction, you can also use another powerful tool, namely the referral. A referral is when a customer refers you to his or her friend or partner. If the prospect trusts the referrer, he or she is more likely to accept you and trust you as well. Thus, the prospect may be more willing to cooperate with you.This book, written by Steli Efti, is the no B.S. guide to presenting software like a pro. If you’re a SaaS startup founder or sales rep, you’ll learn to: The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself. Gitomer attended Temple University, but left after his first year to attend the Goethe Institute in Berlin, Germany, where he studied languages. In a Time Magazine feature article, Gitomer quips about his college education: "I went on the six-year you-don't-quite-graduate program, which I completed successfully." [1] The Charlotte Observer describes him as "...a college drop-out who has built a sales training empire." [2] Author/Writer [ edit ]

A recommended sales book list wouldn’t be complete with at least one book from the brilliant Jeffrey Gitomer. Here, we have chosen his excellent book The Sales Bible, but we could easily have chosen another of his fantastic books The Little Red Book of Selling (no doubt we will cover this later!)While this might sound like sales teams are no longer necessary, that’s not the case. Instead, their job now centers on developing ways for the product to qualify prospects and create lasting value. When something goes wrong, remember it's no one's fault but yours. You always have (and have had) a choice. If you think it's okay, it is. If you think it's not okay, it's not. Ignore the junk news. Work on a worthwhile project, make a plan, or do something to enhance your life." Gitomer, Jeffrey. The Sales Bible New Edition: The Ultimate Sales Resource. Unabridged. (May 6, 2008) New York: Simon & Schuster The book covers the six pillars of influence, and they are just as effective today as they were 30+ years ago. It’s an easy-to-read book, full of fascinating insights into the psychology of decision-making as well as plenty of examples. Learning the principles is a real eye-opener; you’ll start to see them everywhere, even in SaaS, from customer testimonials to authority-building content. Know the kings of problems you can solve rather than a bunch of boring facts about your product or service. Talk in terms of how you solve problems rather than the product or service you offer."

Gitomer, Jeffrey (May 6, 2008). The Sales Bible New Edition: The Ultimate Sales Resource. New York: HarperCollins. ISBN 978-0-06-137940-6. Gitomer, Jeffrey (January 6, 2009). Little Teal Book of Trust: How to Earn it, Grow it, and Keep it to Become a Trusted Advisor. FT Press/Pearson Education. ISBN 978-0-13-715410-4.

There were many Quoteworthy lines throughout the book, Jeffrey doesn’t get too technical with his usage of words; his explanations are in simple easy understand phrases. 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