Sales Bible The Ultimate Sales Resource

ISBN-10: 0471456292

ISBN-13: 9780471456292

Edition: 2003 (Revised)

Authors: Jeffrey Gitomer

List price: $19.95 Buy it from $7.70
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Description:

Sales guru Jeffrey Gitomer's bestselling classic is now available in paperback Jeffrey Gitomer's Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal. Gitomer gives sales professionals the right answers to the toughest questions: * How to make sales in any economic environment * Twenty-five ways to get that most-elusive appointment * Top-down selling * How to fill the sales pipeline with prospects ready to buy * How to use the right questions to make more sales in half the time This book is everything its title claims to be. Jeffrey Gitomer (Charlotte, NC) is a world-class authority on sales and customer loyalty. He leads over 125 training programs and annual sales meetings for companies like IBM, AT&T, Coca-Cola, Caterpillar, Miliken, GE, Carlsburg, and Cintas. He writes the popular syndicated weekly column "Sales Moves," read by more than 3.5 million people across the United States and Europe. And his award-winning Web sites (gitomer.com and trainone.com) and his weekly e-zine (sales caffeine) feature every element of selling from making assessments to weekly articles, free sales tips, and streaming video sales training.
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Book details

List price: $19.95
Copyright year: 2003
Publisher: John Wiley & Sons, Incorporated
Publication date: 8/7/2003
Binding: Paperback
Pages: 368
Size: 6.25" wide x 9.00" long x 1.00" tall
Weight: 1.188
Language: English

The Rules, the Secrets, the Fun
Genesis
The Sales Bible, The Second Decade
Introduction ... "It'll never happen"
8.5 ways to use this book
So, what's in it for you?
The most important person in the world
The old way of selling doesn't work anymore ... sort of
Selling successfully in a down economy
Post-It Note your way to achievement
The Book of Rules
39.5 rules of sales success
Sales Success Formula ... Aha!
The Book of Secrets
Why do salespeople fail?
Are you born to sell?
Do you have a self-imposed mental handicap?
How the customer wants to be treated, honestly
How a salesperson wants to be treated, honestly
The elusive hot button ... How do you find it?
The Book of Big Secrets
More sales are made with friendship than salesmanship
Your best prospects are your present customers
Make a sale on Monday ...
Easiest way to make a sale? Top-Down Selling!
Your personal mission statement
The Book of Humor--The Biggest Secret
A funny thing happened to me on the way to a sale!
Preparing to WOW the Prospect
The Book of WOW
The WOW factor. Use it to land the big sale
Are you using the WOW factor?
Remember me? I'm a salesman ... like all the others
The Book of Questions
To sell or not to sell, that is the (Power) Question
Setting up the question ... and lowering the boom
Can you close a sale in five questions?
The Book of Power
You are now under my Power (Statement)
Please Allow Me to Introduce Myself
The Book of Introductions
The 30-second personal commercial ... How to write it
The 30-second personal commercial ... How to deliver it
Got a referral? Here's the perfect approach
The Book of Cold Calling
"No Soliciting," the funniest sign in sales
Get to the decision maker on a cold call
Opening is as important as closing
The cold call is fun ... If you think it is
Elements of a cold call that can make it hot
Making a Great Presentation
The Book of Presentations
Want to make the sale easier? Establish prospect rapport first
15.5 get-real questions about establishing buyer confidence
12.5 ways to make the prospect confident enough to buy
Where and when to establish buyer confidence
Sales words and phrases to avoid at all costs. Honestly
Physically involving the prospect = more sales
Group sales ... dramatically different from one-on-one
The 21st-century computerized sales pitch
Objections, Closing and Follow-up ... Getting to YES
The Book of Objections
Will the real objection please stand up!
Real-world objections ... Real-world solutions!
Objection prevention. A new way to enjoy safe sales
Overcoming objections series: What do you say when the prospect says ...
"I want to think about it"
"We spent our entire budget, honest!"
"I want to check with two more suppliers"
"I want to buy, but the price is too high"
"I'm satisfied with my present source"
"I need home office approval"
"I have to talk this over with my ..." Uh oh!
"Call me back in 6 months"
The Book of Closing
What are the 19.5 early warning signals that the prospect is ready to buy?
When you answer a prospect's question, avoid two words--Yes and No
How to ask a closing question
The oldest rule of sales still holds true ...
Two breeds of the Puppy Dog Close
Eat dessert first!
The most powerful close in the world is not a close
The Book of Persistence
No follow-up system? No sale!
Sales tools are a vital part of the follow-up process
Most sales are made after the seventh no
You've been selling since you were a kid!
Stamp out competition with a 37[cent] sales call
The fax machine will breed sales if you harness its power
Oh, NO! ... not voice mail--AAHHHHH!!!
"Leave a message and I'll be glad to return your call" ... Not!
Can't get an appointment? Try harder. Try smarter
Woes and Foes
The Book of Lamentations
When bad sales happen to good people
18.5 characteristics of sales career failures
The Book of Competition
Dancing with the competition? Watch your step
All Hail the King ... Customer
The Book of Customer Service
The secret of great customer service ... Ty Boyd
Outstanding customer service is a powerful sales tool
Customer complaints breed sales ... if you handle them correctly
Spreading the Gospel
The Book of Communications
A weekly sales meeting is a place to create new sales
The sales letter will work, if you get it write
Want to close more sales? Listen more closely!
Learn to listen in two words ... Shut up!
There are 100 billion buyer types. Go figure
Toward error-free positive communication
The Book of Exhibitions
35.5 trade show success rules
Business fair/trade show game plan
After the trade show is over, how do I follow up?
Networking ... Success by Association(s)
The Book of Networking
Networking ... The challenge of making success contacts
Networking 101 ... How to work a room
Networking 102 ... How to milk a room
Establishing rapport when working a room
Success rules for joining a networking organization
Networking is getting known by those who count
Elevator selling. New heights in networking
Documenting, tracking, and using your networking contacts for maximum benefit
Networking ... The Official Game
Prophets and Profits
The Book of Leadership
8.5 qualities of a leader
Sales manager success requirements
Sales managers can help or hurt. It's up to them
The Book of Trends
The new breed of salesperson. A non-salesperson
What's Bob Salvin got to do with it? Lots!
The Book of Prophets
Ken Blanchard and Harvey Mackay gave a seminar to remember ... and information to use
Zig Ziglar almost failed, almost quit
The sales doctor makes a house call
Up Your Income!
The Book of Numbers
The pipeline of success
Can I Get an Amen?!
The Book of Exodus
Dads teach sales success without knowing it
Write it all down at the end of each day
The perspective of sales
The end is the beginning
Commit yourself! ... 11.5 principles to lead your own sales crusade
Afterword ... When I grow up
Thank you's
Index
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