Jeffrey Gitomer's Little Red Book of Sales Answers
Salespeople are looking for answers.\ They want them now.\ They want them fast.\ They want them free.\ Buy this book: You'll get two out of three.\ Every salesperson on the planet, at some point during their sales day, needs an answer or 10 about what to do in a given selling situation. But there's a big difference between AN answer and the BEST answer. I have compiled 99.5 BEST ANSWERS to the barriers salespeople face every day.\ These answers will get you from:\ What do I do next?\ to:\...
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Salespeople are looking for answers.They want them now.They want them fast.They want them free. Buy this book: You'll get two out of three. Every salesperson on the planet, at some point during their sales day, needs an answer or 10 about what to do in a given selling situation. But there's a big difference between AN answer and the BEST answer. I have compiled 99.5 BEST ANSWERS to the barriers salespeople face every day.These answers will get you from:What do I do next?to:Where is the bank so I can deposit this money?!Salespeople need answers, fast! Now, one book brings together all the proven, tested, instant answers they'll ever want: Little Red Book of Sales Answers. This is the legendary Jeffrey Gitomer, the world's #1 sales presenter and author of the inspirational 250,000-copy bestseller Little Red Book of Selling. 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, and earn referralsHere 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, and setting goals, and 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.
The Little Red Book of Sales AnswersTHE LITTLE REDBOOKof SALES ANSWERS99.5 Real World Answers That Make Sense,Make Sales, and Make MoneyTable of ContentsPART ONE ...................p. 2-30Personal Improvement That Leads to Personal GrowthPART TWO...................p. 31-55Prospecting for Golden Leads and Making Solid AppointmentsPART THREE................p. 56-74How to Win the Sales Battle AND the Sales WarPART FOUR .................p. 75-142Sales Skill Building…One Brick at a TimePART FIVE...................p. 143-178Building the Friendship. Building the Relationship. Earning theReferral. Earning the Testimonial. Earning the Reorder.PART SIX.....................p. 179-192Building Your Personal BrandPART SIX point FIVE ..p. 193-197The Final AHA!The Little Red Book of Sales Answers Jeffrey Gitomer xiWhat do you want to know?PART ONEPersonal Improvement That Leads to Personal Growth1. What is the meaning of sales?2. How do I become the successful person I dream about,and deserve to be?3. How do I do my best every day?4. How do I attain, achieve, and maintain a positive attitude?5. How can I improve my humor?6. How can I improve my creativity?7. How can I improve my writing skills?8. My company won’t buy me a laptop. What should I do?9. How do I get a mentor, and how do I build arelationship once I find one?10. What causes my fear of failure, and how do I get overdejection caused by rejection?11. What is the secret of worry-free living?12. What books should be in my library? What are the besttapes and CDs to listen to in the car?13. Should I change jobs?14. Should I sign a non-compete?PART TWOProspecting for Golden Leads and Making Solid Appointments15. How do I make a cold call?16. How can I STOP making cold calls and still makeappointments?17. How can I get around a lower-level person?18. What is the best way to get information to a prospect?19. What is the best way to get past the gatekeeper?20. What is the best way to get information on a prospectbefore a sales appointment?21. What is the best way to set an appointment?22. How do I find out who the real decision maker is?23. What do I do when the prospect doesn’t show for anappointment?24. What do I do when the prospect lies?25. What questions am I asking my prospects and customersthat my competition isn’t asking?26. Why did the last five prospects say no? What am I doingabout it?27. Why did the last 10 prospects say yes? How am Ibuilding on that?PART THREEHow to Win the Sales Battle AND the Sales War28. What is the best way to approach a sale?29. What are the two most killer questions in sales?30. What are the three dumbest questions in sales?31. What is the best way to control a phone conversation?32. How do I get around the price objection? (Who broughtup price anyway?)33. What is the difference between a stall and an objection?34. How can I prevent objections from occurring?35. How do I recognize buying signals? What is the mostpowerful buying signal?36. What is the best time and way to ask for the sale?37. How do buyers decide, and what are buyers looking for?xii Jeffrey Gitomer The Little Red Book of Sales AnswersPART FOURSales Skill Building — One Brick at a Time38. Why do buyers not return my call? How do I getmy calls returned?39. What does the voice-mail message I leave say tomy customers?40. What is the best way to use the Internet to make sales?41. Should I try to “type” the buyer?42. What is the best way to prepare for a sales call?43. Should I honor a “No Soliciting” sign?44. What is the best way to beat the competition?45. What is the best way to ensure I get a reorder?46. What is the best way to follow up?47. What are the best ways to add value?48. What is “give value first”?49. How can I create more valuable questions?50. What is the “sale after the sale?”51. Why do customers cancel?52. What is the best way to get out of a slump?53. What are the biggest mistakes salespeople make?54. What are the fatal flaws of selling?55. What should a business lunch consist of?56. Should I golf for business? How?57. What should I say when the customer calls and he’s madas hell?58. How can I prevent the prospect from going with thelowest price?59. How can I make my proposal stand out?60. What is the best way to use testimonials?61. What do I say to my customer when my competition liesabout me, my product, or my company?62. How do I beat “Call Reluctance?”The Little Red Book of Sales Answers Jeffrey Gitomer xiii63. What kind of thank you note should I write?64. How excellent are my selling skills?65. What is the best way to make my quota every month?66. What is the best way to manage my time?67. Why do I quit so easy when the customer tells me, “No?”How long should I have hung in there?68. What is the best way to double my sales this year?69. Who is the most important person in the world?70. How much time should I invest in promoting andpositioning my business?71. How am I helping my customers build their business?72. What am I doing to earn my customers loyalty?73. How vulnerable am I to our competition?74. What do I need to learn to get ahead?What do I have to do to get ahead?PART FIVEBuilding the Friendship. Building the Relationship. Earning theReferral. Earning the Testimonial. Earning the Reorder.75. How easy is it to do business with me?76. How friendly are the employees at my company?How friendly is my boss? How friendly am I?77. How can I establish rapport?78. What is the best way to begin a relationship?79. Where should I network?80. How do I develop a powerful 30-second commercial?81. How much time should I devote to networking?82. What are the secrets of networking success?83. How do I get better leads than anyone else?84. How do I get testimonials?85. How powerful is a testimonial in completing a sale?86. What am I doing to prevent the loss of my bestcustomers?xiv Jeffrey Gitomer The Little Red Book of Sales Answers87. Am I available to my customers when they need me?88. What value am I bringing to my customer beyond myproduct and service?89. Why will some customers leave?90. How do I get more referrals?91. What is the best way to approach and work a referral?92. How many people are spreading my “word” for me?PART SIXBuilding Your Personal Brand93. How can I differentiate myself from the competition?94. How often am I in front of my customers?95. What can I do to my Web site to entice my customersto buy from me?96. What am I “known” for?97. Are you a sales leader or a sales chaser?98. What am I recognized as being the “THE BEST” at?99. What do the leaders in my industry say about me?PART SIX point FIVEThe Final AHA!99.5 How much do I love what I do?
\ From Barnes & NobleThe whiz who gave us The Little Red Book of Selling and The Sales Bible provides answers to nearly 1,000 sales conundrums. Lessons on activating the alchemy of buying.\ \
