All right sales people, author Jeffrey Gitomer says it's time to listen up, and evaluate yourself against his 12.
5 principles of sales greatness.
Throughout this book, Gitomer uses a.
5 listing style to make things stand out, and makes no effort to spare your feelings along the way.
His in-your-face style will be a welcomed one to anyone trying to succeed in the business of sales.
Let's face it, nice guys don't always finish first in selling.
But that is not to say that Gitomer is training scheisters.
He emphasizes integrity, a friendly attitude, building relationships, and giving value to the customer.
He advocates a "Yes" attitude(which happens to be the title of another of his books, which I have also reviewed), and references the work of Napoleon Hill, Earl Nightingale, Dale Carnegie and others, to drive his point home.
Gitomer will give you several powerful techniques, many of which I have put into practice with ease.
He will tell you to change your voicemail message (this is a great section!), he will tell you to use technology like the internet to your advantage, and will give you some ideas on how to do this.
Gitomer's style of selling is one that revolves around using a question based model.
If you have been in sales long, you know the power of using great questions to move you closer to closing, but how many have you drafted and practiced? Do you have a stable of questions that are easy for you to use no matter what situation the customer presents? If you do not, this book will give you some guidelines.
The bottom line is this: whoever is asking the questions is controlling the conversation.
Questions let you move the process where you want it to go, and this book will help you come up with great questions of your own that adapt to your specific sales situation.
My favorite point made in the entire book is Gitomer's idea that the "work day starts the night before.
" He is a strong proponent of working hard, turning off your TV (maybe that's why I like him), and always continuing your own education through books, seminars, and audio courses.
If you are in sales, you need this book, and you need it now.
It is a fun read, it is a small book, and it is worth your time.
It does not matter if you have been in sales for 20 years or 20 days, constant reading and improving your skills is the key to greatness!
5 principles of sales greatness.
Throughout this book, Gitomer uses a.
5 listing style to make things stand out, and makes no effort to spare your feelings along the way.
His in-your-face style will be a welcomed one to anyone trying to succeed in the business of sales.
Let's face it, nice guys don't always finish first in selling.
But that is not to say that Gitomer is training scheisters.
He emphasizes integrity, a friendly attitude, building relationships, and giving value to the customer.
He advocates a "Yes" attitude(which happens to be the title of another of his books, which I have also reviewed), and references the work of Napoleon Hill, Earl Nightingale, Dale Carnegie and others, to drive his point home.
Gitomer will give you several powerful techniques, many of which I have put into practice with ease.
He will tell you to change your voicemail message (this is a great section!), he will tell you to use technology like the internet to your advantage, and will give you some ideas on how to do this.
Gitomer's style of selling is one that revolves around using a question based model.
If you have been in sales long, you know the power of using great questions to move you closer to closing, but how many have you drafted and practiced? Do you have a stable of questions that are easy for you to use no matter what situation the customer presents? If you do not, this book will give you some guidelines.
The bottom line is this: whoever is asking the questions is controlling the conversation.
Questions let you move the process where you want it to go, and this book will help you come up with great questions of your own that adapt to your specific sales situation.
My favorite point made in the entire book is Gitomer's idea that the "work day starts the night before.
" He is a strong proponent of working hard, turning off your TV (maybe that's why I like him), and always continuing your own education through books, seminars, and audio courses.
If you are in sales, you need this book, and you need it now.
It is a fun read, it is a small book, and it is worth your time.
It does not matter if you have been in sales for 20 years or 20 days, constant reading and improving your skills is the key to greatness!
SHARE
