Jeffrey Gitomer's Little Red Book of Sales Answers »

Jeffrey Gitomer is the world's leading expert on selling. He is author of the 300,000+ copy best-seller Little Red Book of Selling, as well as The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Gitomer gives over 100 presentations a year, ranging from annual sales meetings to customized seminars. His customers range from Coca-Cola to Cingular Wireless, Wells Fargo Bank and IBM to Mercedes Benz. His syndicated weekly column, "Sales Moves," is read by more than 4,000,000 people each week; his weekly e-zine, Sales Caffeine, reaches 80,000 subscribers. He has been a contributor to Entrepreneur and Selling Power magazines.

Every salesperson on the planet, at some point during their sales day, needs an answer or 10 about what to do in a given selling situation. But there's a big difference between AN answer and the BEST answer. I have compiled 99.5 BEST ANSWERS to the barriers salespeople face every day.

These answers will get you from:
What do I do next?

to:
Where is the bank so I can deposit this money?!

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!

You'll discover the best ways to:

Here are perfect answers for:

• establishing rapport
• improving humor and creativity
• making cold calls
• getting past gatekeepers
• controlling phone conversations
• overcoming price objections
• recognizing buying signals
• using the Internet
• getting reorders
• finding role models and mentors
• becoming a better writer
• picking the right contact software
• ordering the right business lunch
• creating stand-out proposals, and
• setting goals, and
• adding value in every possible way.

In your business, you can't afford to settle for the second-best approach. This book provides an extension of a successful brand by moving from a generic selling book to a book that gives a personal, practical guide to fulfilling your goals.

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 salespeople make?

54. What are the fatal flaws of selling?

55. What should a business lunch consist of?

56. Should I golf for business? How?

57. What should I say when the customer calls and he’s mad

as hell?

58. How can I prevent the prospect from going with the

lowest price?

59. How can I make my proposal stand out?

60. What is the best way to use testimonials?

61. What do I say to my customer when my competition lies

about me, my product, or my company?

62. How do I beat “Call Reluctance?”

The Little Red Book of Sales Answers Jeffrey Gitomer xiii

63. What kind of thank you note should I write?

64. How excellent are my selling skills?

65. What is the best way to make my quota every month?

66. What is the best way to manage my time?

67. Why do I quit so easy when the customer tells me, “No?”

How long should I have hung in there?

68. What is the best way to double my sales this year?

69. Who is the most important person in the world?

70. How much time should I invest in promoting and

positioning my business?

71. How am I helping my customers build their business?

72. What am I doing to earn my customers loyalty?

73. How vulnerable am I to our competition?

74. What do I need to learn to get ahead?

What do I have to do to get ahead?

PART FIVE

Building the Friendship. Building the Relationship. Earning the

Referral. Earning the Testimonial. Earning the Reorder.

75. How easy is it to do business with me?

76. How friendly are the employees at my company?

How friendly is my boss? How friendly am I?

77. How can I establish rapport?

78. What is the best way to begin a relationship?

79. Where should I network?

80. How do I develop a powerful 30-second commercial?

81. How much time should I devote to networking?

82. What are the secrets of networking success?

83. How do I get better leads than anyone else?

84. How do I get testimonials?

85. How powerful is a testimonial in completing a sale?

86. What am I doing to prevent the loss of my best

customers?

xiv Jeffrey Gitomer The Little Red Book of Sales Answers

87. Am I available to my customers when they need me?

88. What value am I bringing to my customer beyond my

product and service?

89. Why will some customers leave?

90. How do I get more referrals?

91. What is the best way to approach and work a referral?

92. How many people are spreading my “word” for me?

PART SIX

Building Your Personal Brand

93. How can I differentiate myself from the competition?

94. How often am I in front of my customers?

95. What can I do to my Web site to entice my customers

to buy from me?

96. What am I “known” for?

97. Are you a sales leader or a sales chaser?

98. What am I recognized as being the “THE BEST” at?

99. What do the leaders in my industry say about me?

PART SIX point FIVE

The Final AHA!

99.5 How much do I love what I do?