Little Red Book of Sales Answers

Salespeople need answers, fast! Now, one book brings together all the proven, tested, instant answers they'll ever want: Little Red Book of Sales Answers. This is the legendary Jeffrey Gitomer, the world's #1 sales presenter and author of the inspirational 250,000-copy bestseller Little Red Book of Selling. This new book goes beyond anything Gitomer's ever done, offering 99.5 quick, fun-to-read, real-world answers guaranteed to make sense, and make money!

ISBN 0131735365   Pages 208 ISBN13 9780131735361 (What's this?)   Volumes 1 Publisher Pearson Education (US)   Weight (grammes) 392 Imprint Financial TImes Prentice Hall   Published in Upper Saddle River Format Hardback   Height (mm) 210 Publication date 21 Feb 2006   Width (mm) 137 Library of Congress 2005030574   Spine width (mm) 18 DEWEY 658.85   Academic level Professional / Scholarly DEWEY edition DC22

The Little Red Book of Sales Answers THE LITTLE REDBOOK of SALES ANSWERS 99.5 Real World Answers That Make Sense, Make Sales, and Make Money Table of Contents PART ONE ...p. 2-30 Personal Improvement That Leads to Personal Growth PART TWO...p. 31-55 Prospecting for Golden Leads and Making Solid Appointments PART THREE...p. 56-74 How to Win the Sales Battle AND the Sales War PART FOUR ...p. 75-142 Sales Skill Building!One Brick at a Time PART FIVE...p. 143-178 Building the Friendship. Building the Relationship. Earning the Referral. Earning the Testimonial. Earning the Reorder. PART SIX...p. 179-192 Building Your Personal Brand PART SIX point FIVE ..p. 193-197 The Final AHA! The Little Red Book of Sales Answers Jeffrey Gitomer xi What do you want to know? PART ONE Personal Improvement That Leads to Personal Growth 1. What is the meaning of sales? 2. How do I become the successful person I dream about, and deserve to be? 3. How do I do my best every day? 4. How do I attain, achieve, and maintain a positive attitude? 5. How can I improve my humor? 6. How can I improve my creativity? 7. How can I improve my writing skills? 8. My company won't buy me a laptop. What should I do? 9. How do I get a mentor, and how do I build a relationship once I find one? 10. What causes my fear of failure, and how do I get over dejection caused by rejection? 11. What is the secret of worry-free living? 12. What books should be in my library? What are the best tapes and CDs to listen to in the car? 13. Should I change jobs? 14. Should I sign a non-compete? PART TWO Prospecting for Golden Leads and Making Solid Appointments 15. How do I make a cold call? 16. How can I STOP making cold calls and still make appointments? 17. How can I get around a lower-level person? 18. What is the best way to get information to a prospect? 19. What is the best way to get past the gatekeeper? 20. What is the best way to get information on a prospect before a sales appointment? 21. What is the best way to set an appointment? 22. How do I find out who the real decision maker is? 23. What do I do when the prospect doesn't show for an appointment? 24. What do I do when the prospect lies? 25. What questions am I asking my prospects and customers that my competition isn't asking? 26. Why did the last five prospects say no? What am I doing about it? 27. Why did the last 10 prospects say yes? How am I building on that? PART THREE How to Win the Sales Battle AND the Sales War 28. What is the best way to approach a sale? 29. What are the two most killer questions in sales? 30. What are the three dumbest questions in sales? 31. What is the best way to control a phone conversation? 32. How do I get around the price objection? (Who brought up price anyway?) 33. What is the difference between a stall and an objection? 34. How can I prevent objections from occurring? 35. How do I recognize buying signals? What is the most powerful buying signal? 36. What is the best time and way to ask for the sale? 37. How do buyers decide, and what are buyers looking for? xii Jeffrey Gitomer The Little Red Book of Sales Answers PART FOUR Sales Skill Building -- One Brick at a Time 38. Why do buyers not return my call? How do I get my calls returned? 39. What does the voice-mail message I leave say to my customers? 40. What is the best way to use the Internet to make sales? 41. Should I try to "type" the buyer? 42. What is the best way to prepare for a sales call? 43. Should I honor a "No Soliciting" sign? 44. What is the best way to beat the competition? 45. What is the best way to ensure I get a reorder? 46. What is the best way to follow up? 47. What are the best ways to add value? 48. What is "give value first"? 49. How can I create more valuable questions? 50. What is the "sale after the sale?" 51. Why do customers cancel? 52. What is the best way to get out of a slump? 53. What are the biggest mistakes

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