Summary of 21.5 Unbreakable Laws of Selling

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21.5 Unbreakable Laws of Selling book summary
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Recommendation

Jeffrey Gitomer has written 12 books, including the bestseller Little Red Book of Selling. Four million people read his Sales Moves column, more than 250,000 receive his Sales Caffeine weekly email magazine, and he delivers 100-plus presentations annually. Gitomer is a walking sales-training manual with a million-watt smile. He shares worthy, if not particularly original, advice on selling. Unfortunately, his most recent book throws in a few annoying tics, like banal sales quotes in giant, reverse type, attributed unnecessarily to the author and topped with a big “G” and a crown. He proclaims, “I’m sure you will agree with me, this is a great book.” Well, yes and no: It’s solid sales advice with a side dish of ego – but maybe that demonstrates the strength a sales sensation needs. Gitomer’s army of loyal followers will love every “GitBit” (nugget of information). getAbstract finds that, for them, he delivers the goods.

About the Author

Jeffrey Gitomer wrote The Little Red Book of Selling and 11 other sales books. A trainer, webinar host and consultant, he speaks on sales to large corporate and public audiences.

 

Summary

Follow The Laws

If you want sales success, you can’t break the 21.5 most basic laws of sales – the profession’s “self-evident truths.” Successful salespeople orient their attitudes, thinking, tactics, strategies and actions to align with these principles. To conquer sales, master these immutable laws:

  1. “Attract willing buyers” – Get on the right side of the “95/95 ratio”: When prospects initiate a call, you have a 95% chance of selling to them. When you make a cold call, you risk a 95% rejection rate – and a 100% likelihood that the prospect will interrupt you. Forget cold calls. Find new prospects via LinkedIn and Twitter. Join executive groups and network. Write articles and make speeches to showcase your expertise. Ask contacts for referrals.
  2. “Think yes!” – Being in sales is tough. You must handle competitors, rejection and other pressures on a daily basis. This will get you down if you don’t have the right attitude. Be upbeat and positive. Always think yes! and never no. If you project a “yes! attitude,” clients and prospects will enjoy being around you and doing business with you. To stay positive, be kind to at least...

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