Sales expert Jeffrey Gitomer isn’t reinventing the sales wheel; he’s just showing you how it turns. Whether you’ve been in sales for five weeks or five years, you know what questions you want answered: "How do I make a cold call?" "When do I ask for the sale?" "How do I get referrals?" Gitomer answers these questions and more, succinctly and thoroughly, with a mix of common sense and hard-won experience. He doesn’t provide shortcuts or a magic sales formula. Rather, he advocates hard work and preparation. His no-nonsense, conversational text is easy to understand and usually right on target. Although the book is sprinkled liberally with self-promotion (after all, he is a salesman), getAbstract believes that it’s still a must-read for salespeople. Thumb through it often and keep it on your desk.
In this summary, you will learn
- How to answer sales professionals’ most common questions;
- How to offer your prospects value upfront;
- How to build a reputation as an expert in your field; and
- How to attract prospects, develop relationships, build your sales practice, and ask for referrals and testimonials.
About the Author
Jeffrey Gitomer wrote The Sales Bible and The Little Red Book of Selling. He makes more than 100 presentations every year to major corporate clients. He writes Sales Moves, a syndicated column, and publishes an e-zine called Sales Caffeine that has more than 100,000 subscribers.