"Know the kings of problems you can solve rather than a bunch of boring facts about your product or service. They got a great deal (or thought they did)." A white lie is so much easier, more convenient, and less bloody than actually having to tell the truth, so they just say something to get rid of you." Why? They don't want to hurt your feelings, they are embarrassed, or they are afraid to tell the truth. This is further complicated by the fact that buyers will often hide the true objection. The more complicated it is, the less likely I am to buy." Don't blame the situation, change the situation." It's not the rain, or the car, or the phone, or the product - it's YOU. "Stop blaming circumstances for your situation. Work on a worthwhile project, make a plan, or do something to enhance your life." "When something goes wrong, remember it's no one's fault but yours. Doing something about it is the criterion. Accepting responsibility is the fulcrum point for succeeding at anything. "Don't blame others when the fault (or responsibility) is yours.
Either they or someone in their family put in years of hard work to create that luck. Take a close look at the people you think are lucky. They're not rejecting you they're just rejecting the offer you're making them." Don't waste time with someone who can't decide." Don't blame yourself - Take responsibility for it. "If they turn you down because of "price," whose fault is that? If they don't return your phone call, whose fault is that? If they decided to buy from the competition, whose fault is that? Yours - you couldn't get the prospect to lean forward. They're not rejecting you they're just rejecting the offer yo Don't waste time with someone who can't decide." "Redefine rejection. And then do something about it!" "Qualify the buyer.
Quotes: "If they turn you down because of "price," whose fault is that? If they don't return your phone call, whose fault is that? If they decided to buy from the competition, whose fault is that? Yours - you couldn't get the prospect to lean forward.
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How to make sales in any economic environment Twenty-five ways to get that most-elusive appointment Top-down selling How to fill the sales pipeline with prospects ready to buy How to use the right questions to make more sales in half the time This book is everything its title claims to be. Gitomer gives sales professionals the right answers to the toughest questions: The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all o Sales guru Jeffrey Gitomer's bestselling classic is now available in paperback Jeffrey Gitomer's Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Sales guru Jeffrey Gitomer's bestselling classic is now available in paperback Jeffrey Gitomer's Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program.
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