Gitomer, Jeffrey. The Sales Bible New Edition: The Ultimate Sales Resource. Unabridged. (May 6, 2008) New York: Simon & Schuster ISBN 978-0-7435-7266-8 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. Don't blame yourself - Take responsibility for it. Learn from it. And then do something about it!" Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

Next, you’ll need to know the fundamental rules of networking and learn how to work and milk a room. According to the International Society of Bible Collectors, American Bible publishing experienced somewhat of an explosion just after the end of the Revolutionary War.There are many types of antique Bibles that are collectible for various reasons. Here are just a few of the most popular: This article is an excerpt from the Shortform book guide to "The Sales Bible" by Jeffrey Gitomer. Shortform has the world's best summaries and analyses of books you should be reading.

Particularly useful for those who are new to SaaS sales, this book provides a solid foundation in how SaaS has required changes to the sales process. It then goes on to explain which moments matter the most to your customers and how you can build your process around those moments. Redefine rejection. They're not rejecting you; they're just rejecting the offer you're making them." Nine years after its release, it might not be accurate to describe Predictable Revenue as a ‘new kind of sales system.’ Even so, “The Sales Bible of Silicon Valley” is still a useful resource for anyone interested in building or improving their SaaS sales process. In fact, many of today’s successful SaaS businesses owe a lot to this book. To stay at the top of your game in a fast-moving industry like SaaS, it’s essential to keep learning. Fortunately, we’re living in the information age and it’s easy to get a top-class education on an infinite number of subjects, including SaaS sales . The problem isn’t availability though—it’s knowing the best place to look.We’ve already talked about some of our favorite blogs for improving your cold sales , but sometimes you’ll want to go more in-depth. When you want to understand a subject in detail, it’s tough to beat a good book. The good news is many of the best sales books are available for free! When I was 21 years old, I was accidentally shown a video of Jeffrey Gitomer Speaking to a Group of People. It was love at first sight! (And no, I am not gay. Neither do I have any issue with anyone who is). I was so blown away by his performance and his content – that I wrote down on my wish list, that one day I would buy it. (One day because I was a poor lad). To find the real cause behind an objection, you need to ask questions about the objection to confirm whether there’s more than one reason. You can change your wording and reconfirm their answers. At last, when you find the real objection, you need to find ways to solve the underlying problem. Then overcome the objection and let the prospect accept your product or service. Gitomer, Jeffrey. The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Unabridged. (September 9, 2008) New York: Simon & Schuster

Gitomer, Jeffrey (April 16, 2004). The Patterson Principles of Selling. Hoboken, New Jersey: John Wiley & Sons. ISBN 0-471-66262-3. Gitomer, Jeffrey (November 12, 2019). Get Sh*t Done: The Ultimate Guide to Productivity, Procrastination, and Profitability. Wiley. ISBN 978-1119647201 Objections often accompany sales. Many novice salespeople get easily discouraged and frustrated by objections from prospective clients, but Jeffrey Gitomer says that a sale starts when the customer objects. What you need to do is to turn their objection into acceptance. The first step is to identify the “real objection.” Therefore, it stands to reason why condition becomes an important factor in the value of an antique Bible. How rare is my antique Bible? You will fail if you don't do your best, learn the science of selling, accept responsibility, meet a quota/goal or have a positive attitude

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most—when people’s lives were at stake… Never Split the Difference will give you a competitive edge in any discussion.” Contents

Whatever their title and whatever their age, books were, and are, meant to be read. Just think about how people have used and cherished Bibles through the years. Due to the relative scarcity of antique Bibles in decent condition which are 200+ years old, their value and collectibility rises. What if the prospect doesn’t understand what the value of your product is and wants to compare it to a competitor’s product? In this case, you can offer to compare similar products, services, and prices from your competitors to yours. Point out how you compare favorably in each area, especially in those areas of concern voiced by the customer. Collect this information in advance. It'll help resolve the prospect’s concerns and save their time. Know the kings of problems you can solve rather than a bunch of boring facts about your product or service. Talk in terms of how you solve problems rather than the product or service you offer." Fast forward 15 years since that day – Today I have the entire collection of Jeffrey Gitomer. It cost me quite a bit – But this is the investment I believe I made in myself.Be Aware of Buying Cues. Once you’re aware of these signals, Gitomer says that you should immediately move on to the next step. Learn how to overcome the biggest challenges facing B2B sales teams today, ensure you’re leveraging opportunities, and learn from best practices from industry leaders. We’ve taken all of our podcasts from 2018 and put them into a handy 6 part eBook. Learn how to overcome the biggest challenges facing B2B sales teams today, ensure you’re leveraging opportunities, and learn from best practices from industry leaders.” Contents The most common question we get is from people who have an old Bible published in the 20th century and are curious about what it is worth.