In the second part, we talked about how to respond to the prospect's objection. Objections are inevitable for any salesperson. In the face of one, we should first identify whether it's a real objection or just an excuse. Identify the real reason behind the prospect’s objection through questions, and confirm whether the reason is credible and whether there’s other reasons. Then we can give a targeted solution to the perceived problem and finally turn an objection into an acceptance. You should also get yourself well-prepared and do many rehearsals to predict possible objections and prevent them from happening. The Charlotte Observer describes him as "...a college drop-out who has built a sales training empire 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 Across all industries, somewhere between 20%-70% of newly acquired customers will stop doing business with a company with the first 100 days of being a new customer because they feel neglected in the early stages of customer onboarding. 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

There’s one problem every company will inevitably confront: how do I grow my revenue faster? In this book, the best in the business offer a roadmap of industry-tested advice and frameworks for getting to breakout growth and beyond. The praise is well-deserved. This book is filled with insights you can immediately put into action.

In a testimonial, Todd Horton, President of D.R. Horton writes: "As the nation's largest homebuilder, we have seen our sales grow, our customer loyalty enhanced, and our people's commitment re-doubled as a result of Jeffrey's unique style, wit, and great ideas combined with real-world sales answers." Atlanta Business Chronicle Publisher, Ed Baker, comments: "Jeffrey is a weekly staple for our readers. He's a dose of sales energy (and reality) that they can't find anywhere else. He truly helps people – in a very common sense way." [12] US Airways Controversy and Resolution [ edit ] An essential part of building and maintaining relationships is listening. In fact, Gitomer says that listening is probably the most important part of selling. Not only does it help you deal with customers’ complaints, as mentioned in the previous section, but listening also helps you understand customers’ reasons for buying (or not buying) and what kind of customers they are. This understanding then enables you to make a better sales pitch. Principle #6: Close the Sale When I was 21 years old, I was accidentally shown a video of Jeffrey Gitomer Speaking to a Group of People. It was love at first sight! (And no, I am not gay. Neither do I have any issue with anyone who is). I was so blown away by his performance and his content – that I wrote down on my wish list, that one day I would buy it. (One day because I was a poor lad).

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 don't 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." 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. This playbook has input from the pros at Close, PandaDoc, Vidyard, Predictable Revenue, and LeadFuze. While the previous books focused on one or two key areas, this playbook for 2020 covers a whole range of different topics. With 17 chapters, you’ll gain a high-level overview of everything you might want to know about sales. This really is a sales text book that sits proudly in our collection. It provides a comprehensive overview of selling and would be highly beneficial to those new to sales but also seasoned professionals will also find it useful to re-educate themselves as and when required.The Sales Bible is a very comprehensive book that covers all aspects of the sales cycle. Whether you work in a large company with a rigid sales process or a small company selling new products this book will help. I haven't read any of Gitomer's other books and found this one to be the latest; hence why I bought it. Generally what I have found with authors is that they incorporate all the relevant and good aspects of previous books into the latest book.

After American Airlines merger and name change, Gitomer is the only passenger ever banned on US Airways. [ citation needed] Honors and awards [ edit ] Gitomer, Jeffrey (March 19, 2011). Social BOOM!: How to Master Business Social Media to Brand Yourself, Sell Yourself, Sell Your Product, Dominate Your Industry Market, Save Your Butt, ... and Grind Your Competition into the Dirt. FT Press. ISBN 978-0132686051 If you’re a founder or business owner who’s currently doing sales yourself—this book is for you. If you’re part of a sales team that has less than ten reps—this book is for you. If you’re looking to find the right person to make sales work for your company—this book is for you. If you don’t have an established sales process, and you need to acquire customers and generate revenue soon—this book is for you.” Contents As discussed, listening is an essential part of selling. By understanding what your customer is saying—or not saying—you can determine what to do to convince the customer to buy. Gitomer offers four strategies to close the sale: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