best book bits comm presents sales Bible the ultimate sales resource by Jeffrey Gitomer Jeffrey Gitomer sales Bible was listed as one of the 10 books every salesperson should own and read by Dale Carnegie sales Advantage program the sales Bonneville's helped tens of thousands of sales people all over the world reach their potential and closed a big deal Kida megive sales professionals who write answers to the toughest questions how to make sales in any economic environment 25 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 the written and audio summary can be found on our website best book beats comm so their further ado I bring the book summary of sales Bible the new rules of selling say it sell it in terms of what the customer wants needs and understands not in terms of what you've got to offer gather personal information and learn how to use it build friendships people want to buy from friends not salesmen build a
relationship shield that no competitor can pierce establish common ground issues and things in common more jurors closer gain confidence once you have motivated them to act you'd better have built enough confidence to buy or they'll buy from someone else have fun and be funny laughter is a tactic approval which leads to contractual approval never get caught selling sound like a friend who's trying to help sound like a friend who's trying to help the best salespeople have the best attitude best product knowledge keep the best service how the customer wants to be treated just give me
the facts I don't want a long drawn-out spiral after you get to know me a little get to the point give me a good reason why this product or service is perfect for me show me I'm not alone tell me about a similar situation with someone like me succeeded show me a letter from a satisfied customer listen to me when I talk I'm trying to tell you what I want to buy and you're too busy trying to sell me what you've got shut up and listen how to find the hot buttons ask questions about status
and situation vacation College business status history pride because success in business biggest goal this year personal interest free time activities sports hobbies what should he do if he didn't have to work real dreams and ambitions goals objective for the company this year planned to meet the objective what's the biggest barrier in the way look at everything in the office of interest the bigger more prominent the better how to ask a power question make a factual statement that can't be refuted make a personal observation that reflects your experience and creates credibility ask an open-ended a question
that incorporates the first two stages eg you know mr. Jones document processing is an integral part of the operation of any business my experience is showing that many businesses fail to put enough emphasis on the quality and cost control of their documents they've done to realize that every time a copy is sent to a customer it reflects the image and quality of their business how are you ensuring that the quality of your copies reflect the quality of your business how to make pal statements the objective is to persuade and motivate the prospect or customer to
act just think of what will benefit the customer not a boring description but a vivid energetic benefit filled picture that has the prospect wanting more power statements are memorable opening lines mindset don't sell drill bits sell the perfectly smooth holes they create don't sell drill bits sell the perfectly smooth holes they create don't sell printing sell brochures that will reflect your prospects image and impact sales don't sell cars sell prestige and status and smooth ride don't sell insurance sell safe financially secure families protected from tragedy don't sell glasses sell better vision and astonish look how
to ride a 30 second personal commercial state who you are state who your company is creatively tell what you do ask one or a series of power questions make a power statement that shows how you can help others and with the war the prospect should act now had a cold call toreador hi my name is Sheldon and I'm wondering if you could help me everyone wants to help I want to leave some information about product or service who decides on the type of thing great now I know the decision maker time to double qualify what
would his position be he said anyone else he works with on this type of decision if I get question we usually mail two packages of information there are two people involved in the decision bold move time I'm living it's information and a note for him I would wonder if I could get his card when would be the best time to call him thank you so much for helping me I really appreciate it what was your name thank you name how not to fight up by phone don't ask did you get the information I sent you
say instead I'm calling about the information I sent it wasn't completely self-explanatory and I'd like the opportunity to discuss it with you personally for about five to ten minutes week door closing opening lines could I have a few minutes of your time I was wondering if maybe you would be interested in is the boss in I have an idea that can save you money strong effect in opening lines I need your help I know you actually run the place but I could speak to the person who thinks they do he's the king in I need
a loan for $50,000 I wonder if you could help me I was just next door with and she thought I might be able to help you the same way I helped to a company in summer on a scorching day I just fried an egg on my car and I was wondering if you have any salt and pepper how to make a cold core hot focus on negative prevention get them to share what dissatisfied them motivate them to show discontent with their current situation tell them how they'll save current profits eliminate worry overcome fear and avoid
the terror of customer complaints prospects are just as motivated to avoid losing something they already have as they are to buy something new how to deal with objections listen carefully let the prospect talk it out completely no matter what agree at first to avoid an argument ask if it is the only reason he or she won't purchase confirm at bonnaroo phrasing in other words if it wasn't for you'd buy my service is that true mr. Jones qualify the objection to set up the clothes so if I weren't able to would that be enough for you
to make a decision or would you buy from me now if the price will lower resolve the issue I ask a closing question confirm the answer and the sale when do you want it delivered when you answer a prospects question avoid two words yes and now do you have this model yes mistake instead use the prospects question to confirm the sale do you have this model is this the model you want how soon can someone be here how soon do you need someone here classic technique to use when leaving a voicemail leave a particular message
that includes your name and number then pretend to get off in mid-sentence as you'll get into the important part of the message cut it off in mid word it works because the prospect can't stand not knowing the rest of the information all things his voicemail is broken eg they were talking about you and said I found your your competition said more tips customers and prospects always have time for valuable information and new ideas to help them build their business does your customer need another brochure or would they rather have a hot sales lead some of
them a newspaper or magazine article about their business send them something about their competition when existing customers give a referral a month get a referral a month the most effective sales call is 25% questioning talking and 75% listening 25% questioning and 75% listening don't focus on how much money you can save them that approach seems to be wearing thin tip for the sales letter state your objective or purpose of your letter in the first sentence use the headline or sub head and that's a wrap on a sales Bible subscribe to the channel and take a
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