The Sales Bible: The Ultimate Sales Resource

by Jeffrey Gitomer

Overview

The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERS

Global sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work — every day, in real-world selling situations.

With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program.

Jeffrey Gitomer's column, "Sales Moves," and blog, "SalesBlog.com" are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others.

The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights:

• The 10.5 Commandments of Selling
• Generate leads and close sales in any market environment
• Find 25 proven ways to set hard-to-get appointments
• Use top-down selling to fill your sales pipeline with prospects who are ready to buy now
• Ask the right questions to make more sales in half the time
• How to use the top social media platforms to create inbound leads and prove value

The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal — and it can help you. So what are you waiting for?

Product Details

ISBN-13:	9781118985816
Publisher:	Wiley
Publication date:	12/15/2014
Pages:	320
Sales rank:	132,514
Product dimensions:	6.00(w) x 8.90(h) x 0.70(d)

About the Author

JEFFREY GITOMER is a global authority on sales and customer loyalty, giving public and corporate seminars, running annual sales meetings, and conducting live and virtual training programs on selling, attitude, trust, customer loyalty, and personal development. Jeffrey gives over 100 presentations a year, and writes a weekly column that reaches more than four million readers and a weekly e-zine with over 500,000 subscribers. He was inducted into the National Speaker Association's Speaker Hall of Fame in 2008.

Read an Excerpt

Chapter One

8.5 ways to use this book

Salespeople are constantly searching for new ideas.
Salespeople need a constant source of motivation.
Salespeople need immediate answers.
Salespeople are looking to make more sales...today.

Salespeople have lots of problems all at once. In the same day they cold-call, follow-up ten prospects, go to a networking event, make three presentations, send five letters, get turned down six times, and make one sale. That's a regular day! Salespeople need a dependable reference with real-world answers to their immediate questions, stumbling blocks, or challenges. They need The Sales Bible.

The Sales Bible is not a "method" of selling. It's a series of real-world observations, techniques and philosophies that you can modify to your style of selling. You use what you need to make the sale today. You use what you need to prepare for the sale tomorrow. You acquire the knowledge you need to achieve your sales goals.

The Sales Bible is a real-world resource. These lessons aren't a bunch of high-brow, Ph.D., clinical research. They're a result of 30 years of success and failure in some of the toughest selling environments the business world has to offer. They're based on real-world experiences of mine that I know work because I worked 'em. They are simple, pragmatic solutions, and they make sense where it counts — in your sales environment. They will help in your real world. Try a few and see.

Use this book!...

1. As a resource...To expand andstrengthen your knowledgeand expertise with the selling process and daily sales challenges.
2. For a daily lesson...As part of your daily rededication to bethe best.
3. In a study group...To grow and develop as a professionalsalesperson.
4. To lead a meeting...Most chapters are an ideal length to useas a guide for a sales training, or for a brainstorming meeting.
5. To solve a problem...When you're out of ideas and need ananswer now.
6. To prepare for a sale...To gain a competitive advantage.
7. To close a sale ... The solutions and answers are indexed for fast access
8. In the heat of the battle...Take it with you assales day and reach for it as the doors begin to slam in your face, asthe important contacts need to be made, when that hot prospectwon't return the voice mail message you left for the third time.

One great way to abuse this book...

As you read it...Read with a yellow highlighter and a red pen. Highlight the areas that pertain to the knowledge you seek. Write your thoughts, action plans, and ideas in the margins.

One great way to learn from this book...

Try it now...For maximum benefit, use the information you read as soon as you can. On a prospect or a customer. As soon as you use it, you own it. One new technique per day is 220 new techniques per year in five years you'll have more than 1,000 techniques at your command. WOW.
Carry this book with you...Use it as a resource and a reference. Read a chapter at lunch. Discuss a point with your co-workers. But most of all, use it to make a sale. Lots of sales.

The spirit of sales!

Each chapter has a quote at the top that's designed to capture the spirit of its content. Spirit plays a major role in The Sales Bible. The spirit in which the information is offered, and the spirit in which it's received —and used. Each lesson stands on its own. Each lesson evolves to the next. Each lesson interacts with the others. Each lesson reflects the whole. Each lesson contributes to the whole.

Read the section titled "Post-it Note™ Your way to achievement" found in " Genesis." Use this method to chart your progress through this book. It will be good practice, and it will ensure that you get the maximum benefit. Set goals for chapters you'll read each day. Set specific goals for enacting what you've learned. Set goals for improving your attitude. Set goals for having fun in your career. Then set goals for big sales.

The accompanying flashcards contain crucial support information from The Sales Bible. You can carry them with you on sales calls, to networking events or to the trade show for quick reference under fire. The flashcards will reinforce the principles of sales. They will help you gain mastery of the selling process.

Use The Sales Knowledge Game (the diskette) to test your comprehension of the material in the book. And, hey, it's fun! Take the test, mail us your results, and we'll send you The Aha!™ Award for Sales Excellence.

8.5 Double your money!

I have created an income-doubling plan. It is outlined in the Book of Numbers. I did it because so many salespeople have unharnessed talent. I challenge you to double your income. I have given you the tools to do it, now it's up to you to prove it to yourself. Can you develop the discipline needed to do it?

Table of Contents

Part 1 The Rules. The Secrets. The Fun. 35

Part 2 Preparing to WOW! the Prospect 93

Part 3 Please Allow Me to Introduce Myself 115

Part 4 Making a Great Presentation 137

Part 5 Objections, Closing, and Follow-up. Getting to YES! 153

Part 6 Woes and Foes 203

Part 7 All Hail the King . . . Customer 213

Part 8 Spreading the Gospel 221

Part 9 Networking . . . Success by Association(s) 243

Part 10 Prophets and Profits 257

Part 11 Up Your Income! 267

Part 12 Social Media 273

Part 13 Can I Get an Amen?! 287

Index 311

Editorial Reviews

It's a book you will want to keep by your side at all times.

Ken Blanchard

Bravo!...The difference between the right book about sales and the almost right book is the difference between lightning and the lightning bug. Jeffrey Gitomer's The Sales Bible is the right book.

Michael Michalko

This book is an absolutely essential tool for every serious sales professional. It should be read, reviewed and referred to every single day.

Brian Tracy

It can be digested in quick bite-sized lessons...proven techniques and healthy thinking about building business relationships.

Jim Cathcart

Never before has anyone captured so many of the priceless truths of selling that have been the professional salesperson's wisdom to create and their weakness to forget.

Herb True

To the point, humorous, and engaging. —Entrepreneur Magazine

Karen Axelton

Your advice is...information by injection.

Robert Silvy

Gitomer, a former salesman who is now a consultant and journalist, shares his tips on how to be a successful salesperson. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation. Written in a breezy manner with short, easy-to-remember suggestions, this book should prove popular with persons just getting started in this field or those needing an inspirational pep talk. In an area where there are literally dozens of works already available, this isn't an essential purchase, but it will prove helpful to anyone who reads it. It is accompanied by flash cards and a computer disc on sales techniques. Recommended for larger public libraries.-Robert Logsdon, Indiana State Lib., Indianapolis

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