A little red book
The Little Red Book of Sales Answers claims to provide 99.5 'Real World Answers' that make money.india Updated: Jul 24, 2006 18:20 IST
Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money
Author: Jeffrey Gitomer
Illustrator: Randy Glasbergen
Publisher: Prentice Hall
Price: Rs 499
Here are excerpts from the book:
Salespeople are looking for answers. They want them now. They want them fast. They want them free. Buy this book: You'll get two out of three.
74% of all salespeople don't know the BEST answers to their selling situations, opportunities and barriers. They don't always have the BEST answers about where they are, what to say, what to do, or how to do it... in a way that results in a sale.
What's the best way to make a sale?
The BEST way to make a sale is to become friendly before you start.
The BEST way to make sale is to find some common ground before you begin the selling process.
The BEST way to make a sale is to ask intelligent questions that draw out both needs and motives.
The BEST way to make a sale is to relax throughout the sales conversation.
The BEST way to make a sale is to ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect's buying process.
The BEST way to make a sale is to create an atmosphere where the other guy wants to buy.
FINAL ANSWER: The reality is - there's no "one best way". But these "best" elements, when combined, will kick your competition into the dirt. (Where they belong!)
|Randy Glasbergen's cartoon begins Jeffrey Gitomer's colourful book|
|Glasbergen's cartoons liberally pepper the Little Red Book of Sales Answers|