Product Description

Since its initial publication in 1994, Morrow's hardcover edition of Jeffrey Gitomer's THE SALES BIBLE has sold over 117,000 copies, and another 100,000 in paperback (published by Wiley).But in the 13 years since then, Gitomer has made himself into a sales powerhouse with huge success around an inventively packaged series of books, with his classic THE LITTLE RED BOOK OF SELLING at its heart.Now at last, Gitomer has taken the title that began it all, and has completely revised it. The Sales Bible is totally reworked to fit into his line of bestselling sales titles. It's sure to be THE must-have title for sales professionals worldwide who've already come to know and trust Jeffrey's inventive, irreverent sales wisdom through his "Little [Color] Book of..." series.

Product Details

• Amazon Sales Rank: #21317 in Books
• Published on: 2008-05-01
• Released on: 2008-05-06
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 304 pages

Features

• ISBN13: 9780061379406
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

Review
Praise for the 1993 Edition! Ken Blanchard, coauthour, The One Minute Manager "It's a book you will want to keep by your side at all times."

About the Author

Jeffrey Gitomer is a global authority on sales and customer service, and his books have sold more than a million copies world-wide. The Sales Bible, now an industry classic, has been a steady best seller for over a decade. Based on the principle of sales education with real-world, proven results, this book gives you cutting-edge information and answers you can take into the street and turn into money the same day.

From AudioFile
In one of the most comprehensive and noble sales lessons on audio, a veteran sales trainer covers every aspect of the mental preparation, values orientation, and relationship habits necessary for superior results. Gitomer, a smooth reader with a youthful, wide-awake tone, touches his audience with ideas and passion that almost everyone will connect with at a visceral level. He's a sincere and smooth reader who is impossible to dislike or dismiss. His 10.5 sales commandments are clear and full of unforgettable examples--and he breaks his advice down into steps, such as preparing to engage, empathizing with buying motives, and earning the relationship. For business owners as well as professional salespeople, this is essential guidance and a heartfelt invitation to awaken one's higher self and do some good in the world. T.W. © AudioFile 2008, Portland, Maine

Customer Reviews

The Rules of Selling Have Changed
Somewhere in America, a Salesperson is working the phones. They've dutifully memorized their "red hot cold calling" scripts and are dialing the 99 phone numbers that may allow them to set an appointment or take an order when they dial the 100th. They're playing the numbers game and they are surviving.

They're in the minority.

Meanwhile, another Salesperson who is well-versed in "closing techniques" is mesmerizing his or her prospect with a fully scripted and rehearsed presentation, each PowerPoint slide exuding the features and benefits that will certainly lead to a firm handshake and a signed order.

They're also in the minority.

This is the age of selling that's articulated in books like Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit. The economy has changed, the rules have changed, and your prospects have the Internet at their fingertips. They don't need you and don't want to deal with you unless you bring something to the table that they can't get on their own. You need to be a problem-solver, one who crafts solutions and never wastes the time of your prospects.

Gitomer covers it all...the techniques that work today as well as the ones that have limped off to the elephant's graveyard. Along with his six "little books" on selling, the revised Sales Bible forms a body of work that can be summed up in one central message, found on page 18:

"You often hear people say that they wouldn't or couldn't go into sales. The reason is they can't tolerate the risk involved. The uncertainty. The unknown. Or, perhaps more fundamental, they can't handle the challenge."

Selling...as an art and a science...is a moving target. The economy changes, the playing field changes, the needs of each of your prospects-slash-customers changes. A decade or two ago you might have gotten by with reading Zig Ziglar's Secrets of Closing the Sale or Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere before hitting the pavement or dialing the phone, but today your education needs to evolve daily. Gerhard Gschwandtner's "Selling Power" magazine and Web Site offers daily audio and video tips from experts. Gitomer publishes his weekly "Sales Caffeine" eZine. The degree to which the modern salesperson realizes that his or her education is perpetual and never-ending is the degree to which they will taste significant success.

If you own the six "little books" and former editions of The Sales Bible, if you read "Sales Caffeine" or listen to Gitomer as the host of Gschwandtner's monthly "Selling Power Live" audio program, you may not find an abundance of "new" material in this revised edition. The cartoons make it consistent in format with the "little books." I consider the book to be a five-star effort, and especially enjoy the fact that it is available as an audio book. Gitomer has carefully included his own unique personality as a central element of his branding, and this is one effort that benefits from presentation in both the written and spoken word.

Words of wisdom
Imagine a sales trainer looking over your shoulder as you work, telling you specifically what you should be doing. He's endlessly optimistic but also incredibly driven and intense. He loves to bark out list after list of advice. He quotes himself, often.

Sound irritating? In person it would be, but as a book it works. I got my copy this afternoon, and it's already full of Post-it notes, each one marking an intriguing idea I can't wait to try.

Here's one. When you call someone and they're not there, "leave a partial message that includes your name and phone number, then pretend to get cut off in mid-sentence as you're getting to the important part of the message. Cut it off in mid-word." Some examples: "I found your..." or "Your competition said..." The person won't be able to resist calling you back.

There's no index, and the table of contents is hard to find, but those are quibbles. This book delivers on its promise: The Ultimate Sales Resource.

Here's the chapter list:

1. The Rules. The Secrets. The Fun.
2. Preparing to WOW! the Prospect
3. Please Allow Me to Introduce Myself
4. Making a Great Presentation
5. Objections, Closing and Follow-up. Getting to YES!
6. Woes and Foes
7. All Hail the King... Customer
8. Spreading the Gospel
9. Networking... Success by Association(s)
10. Prophets and Profits
11. Up Your Income!
12. Can I Get an Amen?

Something for everyone even you
Have you been in sales? Just getting started? In a slump? Breaking all the records? A new sales manager? Someone who wants to be able to influence better? Great this book is for you. Yes no matter what your story is this book can help you remember what to do and when to do it. Sales come down to communication, questions and stories. Typically when sales slumps happen there is something basic that is not being done, this book is a great reference to find that basic idea. If sales are going great it is a superb way to stay on the top. From novice to professional there is something in here for you and you can get better at your job and make more money. This is the anthology of sales if you have a question or need a list to work from it is in here. If you have read any of Jeffery's book you know he is straight forward blunt and to the point so is this book.