The Sales Bible: The Ultimate Sales Resource

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In the second part, we talked about how to respond to the prospect's objection. Objections are inevitable for any salesperson. In the face of one, we should first identify whether it's a real objection or just an excuse. Identify the real reason behind the prospect’s objection through questions, and confirm whether the reason is credible and whether there’s other reasons. Then we can give a targeted solution to the perceived problem and finally turn an objection into an acceptance. You should also get yourself well-prepared and do many rehearsals to predict possible objections and prevent them from happening. Gitomer, Jeffrey (October 27, 2007). Little Platinum Book of Cha-Ching: 32.5 Strategies to Ring Your Own (Cash) Register in Business and Personal Success. FT Press/Pearson Education. ISBN 978-0-13-236274-0.

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.” If you have an antique Bible published in America in the very early 19th century, it could possibly have some value. Condition helps determine value Here we have another collection of thoughts and lessons, delivered courtesy of sales leaders from some of the hottest SaaS companies out there such as Gong.io, Salesloft, and Clearbit. Each chapter is handled by just one author, meaning you get just one opinion, but they’re able to really dive deep into the subject. In general, a Bible published from around 1820 – 2000 almost certainly has little or no value. Because Bibles published in that time period are so common today, they are easy to obtain. When a book is easy to obtain and plentiful, it’s not rare, and most times, not very valuable. Stop blaming circumstances for your situation. It's not the rain, or the car, or the phone, or the product - it's YOU. You have a choice in everything you do. Choose a better way. Don't blame the path, change the path. Don't blame the situation, change the situation."Gitomer, Jeffrey (August 12, 2007). Jeffrey Gitomer's Little Books Collector Edition (5 titles plus CD). FT Press/Pearson Education. ISBN 978-0-13-236468-3. You might be wondering, what is a real objection? Do prospects pretend to object even if they really want to accept? Well, in fact, during the sales process, very few prospect will tell you directly why they don't want to buy your product. They may not like your product or your company. Maybe they can get a lower price from someone else. Or perhaps they don't have the budget for it. However, they rarely tell the truth when they object to your offer. This really is a sales text book that sits proudly in our collection. It provides a comprehensive overview of selling and would be highly beneficial to those new to sales but also seasoned professionals will also find it useful to re-educate themselves as and when required.

National Speakers Association. RSVP: 2007 NSA Membership Survey Special Report. Tempe, Arizona February 2007. Audie Award for The Little Red Book of Selling. Awards recognizing distinction in audiobooks. Best Business/Educational title of the year. [16] According to the International Society of Bible Collectors, American Bible publishing experienced somewhat of an explosion just after the end of the Revolutionary War. Be Aware of Buying Cues. Once you’re aware of these signals, Gitomer says that you should immediately move on to the next step.An essential part of building and maintaining relationships is listening. In fact, Gitomer says that listening is probably the most important part of selling. Not only does it help you deal with customers’ complaints, as mentioned in the previous section, but listening also helps you understand customers’ reasons for buying (or not buying) and what kind of customers they are. This understanding then enables you to make a better sales pitch. Principle #6: Close the Sale This book was highly recommended by a few people I knew including a very successful salesman and entrepreneurs as "the" book to have if you want to sell anything. St. Onge, Peter. "Aaron letter is history in his hands" [ permanent dead link], The Charlotte Observer, July 6, 2008. This book, written by Hiten Shah and Steli Efti, is a step-by-step customer acquisition guide that will teach you to grow your B2B startup from 0 to 1,000+ customers by discussing:

For a different perspective, Product-Led Growth focuses on how SaaS companies can use their product as their main method of acquiring (and retaining customers). Rather than following the traditional sales cycle where you work your way through the funnel, the idea behind Product-Led Growth is that you start with the product, letting the customer experience it and all the associated benefits, before they upgrade to a paid plan. Across all industries, somewhere between 20%-70% of newly acquired customers will stop doing business with a company with the first 100 days of being a new customer because they feel neglected in the early stages of customer onboarding. Contrary to expectations, Jordan doesn’t promote high-pressure sales tactics or closing a sale no matter what. Rather, he goes to great lengths to stress that his Straight Line System is grounded in the highest levels of ethics and integrity. In fact, one of his critical elements of sales is building trust with the prospect, both as an individual and as a company. For example, even an incomplete King James Bible from 1611 can still be worth a considerable amount. Individual leaves from centuries old Bibles can have value

Gitomer, Jeffrey. The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Unabridged. (September 9, 2008) New York: Simon & Schuster If the thought of using another channel fills you with dread, or you’d just like to level-up your sales game in general, Jeb Blount’s book is a great resource for all salespeople—new or old—to increase pipeline.