This new book goes beyond anything Gitomer's ever done, offering 99.5 quick, fun-to-read, real-world answers guaranteed to make sense, and make money! You'll discover the best ways to leave voicemail...ask for appointments...start presentations...follow up...ask for the sale...respond to angry customers...earn referrals...Here are perfect answers for establishing rapport... improving humor and creativity... making cold calls... getting past gatekeepers... controlling phone conversations... overcoming price objections... recognizing buying signals... using the Internet... getting reorders... finding role models and mentors... becoming a better writer... picking the right contact software... ordering the right business lunch... creating stand-out proposals... setting goals... adding value in every possible way.
In your business, you can't afford to settle for the second-best approach. This book provides an extension of a successful brand by moving from a generic selling book to a book that gives a personal, practical guide to fulfilling your goals.
©2006 Jeffrey Gitomer; (P)2009 Simon and Schuster, Inc
The big idea is work harder??? Do you need to buy a book to know that? It is entertaining but get a comedy book if that is what you want. I checked the author out and he has not been a salesman in 20 years. He is just selling himself. I'm not buying.
It gives both the reason why you need to do something and also what to avoid and what not to do. We were guilty of a few things and have now changes our sales strategy.
PRICING - Enough with discounting. Yes, of course there is a discount if you buy quantity and if you have 50 outlets as apposed to 1. But all those prices have now been SET. So all accounts with 50 outlets getting 10 widgets pay the same price. "Our prices are fair but firm".
This is my fist audio, I have read a number of them.
A must read for anyone coming out of academia and getting their first job.
Gitomer's forward style makes for easy but powerful understanding on how to sell. He is far above anyone else. His humor keeps you laughing at yourself. He uplifts the reader with practical application of understanding the sales process is based on relationship. He challenges traditional traditional thinking and encapulates a desire for salespersons to be the best. Along with practical application he motivates you to become the best that is possible -- to rise above the crowd. It means working hard, very hard as working smart.
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