Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer

From the Publisher

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.

Karen Axelton

To the point, humorous, and engaging. —Entrepreneur Magazine

Robert Silvy

Your advice is...information by injection.

Brian Tracy

This book is an absolutely essential tool for every serious sales professional. It should be read, reviewed and referred to every single day.

Jim Cathcart

It can be digested in quick bite-sized lessons...proven techniques and healthy thinking about building business relationships.

Herb True

Never before has anyone captured so many of the priceless truths of selling that have been the professional salesperson's wisdom to create and their weakness to forget.

Ken Blanchard

It's a book you will want to keep by your side at all times.

Michael Michalko

Bravo!...The difference between the right book about sales and the almost right book is the difference between lightning and the lightning bug. Jeffrey Gitomer's The Sales Bible is the right book.

Library Journal

Gitomer, a former salesman who is now a consultant and journalist, shares his tips on how to be a successful salesperson. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation. Written in a breezy manner with short, easy-to-remember suggestions, this book should prove popular with persons just getting started in this field or those needing an inspirational pep talk. In an area where there are literally dozens of works already available, this isn't an essential purchase, but it will prove helpful to anyone who reads it. It is accompanied by flash cards and a computer disc on sales techniques. Recommended for larger public libraries.-Robert Logsdon, Indiana State Lib., Indianapolis

Product Details

• Read an Excerpt

Read an Excerpt

Chapter One

8.5 ways to use this book

Salespeople have lots of problems all at once. In the same day they cold-call, follow-up ten prospects, go to a networking event, make three presentations, send five letters, get turned down six times, and make one sale. That's a regular day! Salespeople need a dependable reference with real-world answers to their immediate questions, stumbling blocks, or challenges. They need The Sales Bible.

The Sales Bible is not a "method" of selling. It's a series of real-world observations, techniques and philosophies that you can modify to your style of selling. You use what you need to make the sale today. You use what you need to prepare for the sale tomorrow. You acquire the knowledge you need to achieve your sales goals.

The Sales Bible is a real-world resource. These lessons aren't a bunch of high-brow, Ph.D., clinical research. They're a result of 30 years of success and failure in some of the toughest selling environments the business world has to offer. They're based on real-world experiences of mine that I know work because I worked 'em. They are simple, pragmatic solutions, and they make sense where it counts — in your sales environment. They will help in your real world. Try a few and see.

One great way to abuse this book...

As you read it...Read with a yellow highlighter and a red pen. Highlight the areas that pertain to the knowledge you seek. Write your thoughts, action plans, and ideas in the margins.

One great way to learn from this book...

Try it now...For maximum benefit, use the information you read as soon as you can. On a prospect or a customer. As soon as you use it, you own it. One new technique per day is 220 new techniques per year in five years you'll have more than 1,000 techniques at your command. WOW.
Carry this book with you...Use it as a resource and a reference. Read a chapter at lunch. Discuss a point with your co-workers. But most of all, use it to make a sale. Lots of sales.

The spirit of sales!

Each chapter has a quote at the top that's designed to capture the spirit of its content. Spirit plays a major role in The Sales Bible. The spirit in which the information is offered, and the spirit in which it's received —and used. Each lesson stands on its own. Each lesson evolves to the next. Each lesson interacts with the others. Each lesson reflects the whole. Each lesson contributes to the whole.

Read the section titled "Post-it Note™ Your way to achievement" found in " Genesis." Use this method to chart your progress through this book. It will be good practice, and it will ensure that you get the maximum benefit. Set goals for chapters you'll read each day. Set specific goals for enacting what you've learned. Set goals for improving your attitude. Set goals for having fun in your career. Then set goals for big sales.

The accompanying flashcards contain crucial support information from The Sales Bible. You can carry them with you on sales calls, to networking events or to the trade show for quick reference under fire. The flashcards will reinforce the principles of sales. They will help you gain mastery of the selling process.

Use The Sales Knowledge Game (the diskette) to test your comprehension of the material in the book. And, hey, it's fun! Take the test, mail us your results, and we'll send you The Aha!™ Award for Sales Excellence.

8.5 Double your money!

I have created an income-doubling plan. It is outlined in the Book of Numbers. I did it because so many salespeople have unharnessed talent. I challenge you to double your income. I have given you the tools to do it, now it's up to you to prove it to yourself. Can you develop the discipline needed to do it?