FULL The Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer (Goodreads Author) format download audio phone information

Book description

Book description
Quotes:If they turn you down because of price, whose fault is that? If they dont return your phone call, whose fault is that? If they decided to buy from the competition, whose fault is that? Yours - you couldnt get the prospect to lean forward. Dont blame yourself - Take responsibility for it. Learn from it. And then do something about it!Qualify the buyer. Dont waste time with someone who cant decide.Redefine rejection. Theyre not rejecting you; theyre just rejecting the offer youre making them.Understand that hard work makes luck. Take a close look at the people you think are lucky. Either they or someone in their family put in years of hard work to create that luck. You can get just as lucky.Dont blame others when the fault (or responsibility) is yours. Accepting responsibility is the fulcrum point for succeeding at anything. Doing something about it is the criterion. Execution is the reward.When something goes wrong, remember its no ones fault but yours. You always have (and have had) a choice. If you think its okay, it is. If you think its not okay, its not. Ignore the junk news. Work on a worthwhile project, make a plan, or do something to enhance your life.Stop blaming circumstances for your situation. Its not the rain, or the car, or the phone, or the product - its YOU. You have a choice in everything you do. Choose a better way. Dont blame the path, change the path. Dont blame the situation, change the situation.DONT CONFUSE ME. The more complicated it is, the less likely I am to buy.THERE ARE VERY FEW ACTUAL OBJECTIONS. MOST ARE JUST STALLS. This is further complicated by the fact that buyers will often hide the true objection. Why? They dont want to hurt your feelings, they are embarrassed, or they are afraid to tell the truth. A white lie is so much easier, more convenient, and less bloody than actually having to tell the truth, so they just say something to get rid of you.Failure is an event not a person.Why do customers buy?To solve a problem.They need it.They think they need it.To get a competitive edge.To save money or produce faster.To eliminate mistakes or people.To feel good.To show off.To change a mood.To solidify a relationship.They were talked into it.It sounded too good to refuse.They got a great deal (or thought they did).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.Many people in their struggle will come to me and say, Jeffery, you dont understand. And then they go on to say something about their personal situation, their money, their spouse, or their kids. I understand fine. People are afraid to risk what they have in order to go for what they really want.
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FULL The Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer (Goodreads Author) format download audio phone information

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