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?
Jeffrey Gitomer's bestselling companion to his classic Little Red Book of Selling
Salespeople are looking for answers. The fastest, easiest answers that work every time. The good news is, the answers exist. The bad news is, in order to be able to become a successful salesperson, you have to understand, practice, and master the answers.
You'd think with all the solutions contained in The Little Red Book of Sales Answers that anyone who listens to it would automatically become a better salesperson. You'd be thinking wrong. To become a better salesperson, the first thing you have to do is listen to it. The second thing to do is listen to it again. The third thing to do with this is try one answer everyday. If it doesn't work exactly right the first time, or the outcome wasn't what you expected, try it again and tweak it a little bit. The fourth thing you have to do is practice the answer until you feel that it's working. The fifth thing you have to do is become the master of it.
In his Little Red Book of Sales Answers, Jeffrey Gitomer allows you to blend each answer to your selling situation and do it in a way that fits your style, and your personality.
customers? xiv Jeffrey Gitomer The Little Red Book of Sales Answers 87. Am I available to my customers when they need me?
In the Little Red Book of Selling salespeople will learn why sales happen and a philosophy of success – long term, relationship driven, and referral oriented – nothing to do with manipulation or other old-world sales tactics. It has everything to do with understanding buying motives and taking ethical, relationship-building actions.