The Sales Bible: The Ultimate Sales Resource

Product Information

Gitomer, Jeffrey (November 12, 2019). Get Sh*t Done: The Ultimate Guide to Productivity, Procrastination, and Profitability. Wiley. ISBN 978-1119647201 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 (December 7, 2015). The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale. Wiley. ISBN 978-1118986523

There is another issue that many salespeople are concerned about. Should I try to close the deal only at the end? The answer is no. The author tells us that a salesperson should “eat the dessert first.” He says, “Dessert is to eating as closing is to selling. It's the best part.” That’s why it should be done at the beginning. As soon as we start communicating with the prospect, we should state our objective, and tell him or her what we would like to do. Then, close the sale as soon as we hear the first signal that they want to buy. Gitomer, Jeffrey (September 2, 2013). Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling: Proven Actions You Must Take to Make Easier, Faster, Bigger Sales....Now and Forever. Bard Press. ISBN 978-1885167798 Gitomer, Jeffrey (December 5, 2006). Little Gold Book of YES! Attitude: How to Find, Build, and Keep a YES! Attitude for a Lifetime of Success. Financial Times-Prentice Hall. ISBN 0-13-198647-3.

How rare is my antique Bible?

It is a fairly easy book to read as it introduces the topic, sets out the typical rules, commandments or areas of focus in bullet points and follows up with a number of examples. My one criticism would be that these rules tend to be repeated across the chapters. I like to highlight and take notes in books, therefore the duplication became quite frustrating. With that being said, depending on the reader this could be a good thing for reinforcement of the theory. Gitomer, Jeffrey (October 21, 2008). Customer Loyalty Concepts: The First Interactive Thought Book. Charlotte, North Carolina: Lito Press. ISBN 978-0-9719468-0-4. Gitomer, Jeffrey. The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Unabridged. (September 9, 2008) New York: Simon & Schuster ISBN 978-0-7435-7376-4 To find the real cause behind an objection, you need to ask questions about the objection to confirm whether there’s more than one reason. You can change your wording and reconfirm their answers. At last, when you find the real objection, you need to find ways to solve the underlying problem. Then overcome the objection and let the prospect accept your product or service.

For a different perspective, Product-Led Growth focuses on how SaaS companies can use their product as their main method of acquiring (and retaining customers). Rather than following the traditional sales cycle where you work your way through the funnel, the idea behind Product-Led Growth is that you start with the product, letting the customer experience it and all the associated benefits, before they upgrade to a paid plan. 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. Here we have another collection of thoughts and lessons, delivered courtesy of sales leaders from some of the hottest SaaS companies out there such as Gong.io, Salesloft, and Clearbit. Each chapter is handled by just one author, meaning you get just one opinion, but they’re able to really dive deep into the subject. How can a book that was originally published in 1984 (yes, this is book has been around longer than me) possibly be relevant to SaaS sales? Despite predating SaaS by more than a decade, Cialdini’s book is an essential read. IPPY Top 10 Outstanding Book Award "Business Breakthrough Book of the Year" for The Little Red Book of Selling. [20]Gitomer, Jeffrey. The Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of Success. Unabridged. (January 6, 2009) New York: Simon & Schuster Contrary to expectations, Jordan doesn’t promote high-pressure sales tactics or closing a sale no matter what. Rather, he goes to great lengths to stress that his Straight Line System is grounded in the highest levels of ethics and integrity. In fact, one of his critical elements of sales is building trust with the prospect, both as an individual and as a company.

The book covers the six pillars of influence, and they are just as effective today as they were 30+ years ago. It’s an easy-to-read book, full of fascinating insights into the psychology of decision-making as well as plenty of examples. Learning the principles is a real eye-opener; you’ll start to see them everywhere, even in SaaS, from customer testimonials to authority-building content. Scripture Engaged refers to anyone who would have been classified in prior reports as either Bible Engaged or Bible Centered. Even with a positive attitude, articulated goals, and the tools to make a great first impression, you can’t be successful in sales without other people. Gitomer asserts that selling has less to do with your product or prices, and more to do with your relationships: People are more inclined to buy from someone they know, trust, and have a good relationship with. Being friends with your customers also makes the selling process easier for you—they’re happy to buy from you, are more forgiving if you make the occasional mistake, and are loyal to you, so you shut out the competition. Principle #5: Learn to Listen Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. When something goes wrong, remember it's no one's fault but yours. You always have (and have had) a choice. If you think it's okay, it is. If you think it's not okay, it's not. Ignore the junk news. Work on a worthwhile project, make a plan, or do something to enhance your life."This article is an excerpt from the Shortform book guide to "The Sales Bible" by Jeffrey Gitomer. Shortform has the world's best summaries and analyses of books you should be reading. 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 Jeffrey Gitomer (born February 11, 1946 in West Palm Beach, Florida) is an American salesperson, author, and speaker who writes and lectures on sales, customer loyalty, and personal development. If you’ve seen Wolf of Wall Street , you already know who Jordan Belfort is. Like him or loathe him, his book Way of the Wolf is a great primer on how to sell anything. 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