The Sales Bible: The Ultimate Sales Resource

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The Sales Bible: The Ultimate Sales Resource

The Sales Bible: The Ultimate Sales Resource

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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

Gitomer, Jeffrey (May 5, 1998). Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Austin, Texas: Bard Press. ISBN 1-885167-30-X.

Condition helps determine value

To stay at the top of your game in a fast-moving industry like SaaS, it’s essential to keep learning. Fortunately, we’re living in the information age and it’s easy to get a top-class education on an infinite number of subjects, including SaaS sales . The problem isn’t availability though—it’s knowing the best place to look. 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 How important humour is in the sales process. Using humor at the right time and in the right situations is critical for developing relationships and rapport with your customers First, how to begin a sale. To begin a sale successfully, we should ignore the “No Soliciting” sign and get information about the deciding party by indirect soliciting. When meeting with the client, we’d better use our 30-second self-introduction to attract their attention and kindle their interest. We should also ask effective questions and listen, so that we understand the prospect’s core needs. 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.

For example, even an incomplete King James Bible from 1611 can still be worth a considerable amount. Individual leaves from centuries old Bibles can have value 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. Huettel, Steve. "US Airways clips wings of frequent critic", St. Petersburg Times, November 17, 2003. Gitomer gained notoriety in November 2003 for being the first passenger ever to be banned from US Airways. [13] The airline cited chronic, unreasonable complaints, numerous confrontations with employees, and verbal abuse that allegedly brought employees to tears. [14] In an interview, Gitomer defended himself as a demanding, but not abusive, customer and explained that he had only made an employee cry once, several years prior. In October 2004, Gitomer was permanently banned as a customer and passenger. [15] In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.Interestingly, most descriptions of what the Bible actually is still fall within the realm of Christian orthodoxy. One-quarter of respondents (26%) believes the Bible is the actual word of God and should be taken literally. Three in 10 (29%) hold the view that the Bible is the word of God and, though it does not have errors, parts of it can be interpreted both literally and symbolically. Sixteen percent say the Bible has some historical or factual errors but is still the word of God. Taken together, seven in 10 Americans claim a view that regards scripture as the word of God (71%). Over half of American adults (55%) hold what is known to be a “high” view of scripture, which deems the Bible without error. Gitomer, Jeffrey (March 19, 2011). Social BOOM!: How to Master Business Social Media to Brand Yourself, Sell Yourself, Sell Your Product, Dominate Your Industry Market, Save Your Butt, ... and Grind Your Competition into the Dirt. FT Press. ISBN 978-0132686051 Now we’ve covered the key points of The Sales Bible. Let’s take some time and review the four key sections. In a testimonial, Todd Horton, President of D.R. Horton writes: "As the nation's largest homebuilder, we have seen our sales grow, our customer loyalty enhanced, and our people's commitment re-doubled as a result of Jeffrey's unique style, wit, and great ideas combined with real-world sales answers." Atlanta Business Chronicle Publisher, Ed Baker, comments: "Jeffrey is a weekly staple for our readers. He's a dose of sales energy (and reality) that they can't find anywhere else. He truly helps people – in a very common sense way." [12] US Airways Controversy and Resolution [ edit ] Due to the relative scarcity of antique Bibles in decent condition which are 200+ years old, their value and collectibility rises.

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