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简介
Since its initial publication in 1994, Morrow's hardcover edition of Jeffrey Gitomer's THE SALES BIBLE has sold over 117,000 copies, and another 100,000 in paperback (published by Wiley). But in the 13 years since then, Gitomer has made himself into a sales powerhouse with huge success around an inventively packaged series of books, with his classic THE LITTLE RED BOOK OF SELLING at its heart. Now at last, Gitomer has taken the title that began it all, and has completely revised it. The Sales Bible is totally reworked to fit into his line of bestselling sales titles. It's sure to be THE must-have title for sales professionals worldwide who've already come to know and trust Jeffrey's inventive, irreverent sales wisdom through his "Little [Color] Book of..." series.
目录
PART 1 THE RULES. THE SECRETS. THE FUN.
1.1 GENESIS
What's so new about a 15-year-old book?
"It'll never happen."
So, what's in it for you?
8.5 ways to use this book.
The old way of selling doesn't work anymore - sort of.
Post-It Note your way to achievement.
1.2 THE BOOK OF RULES
39.5 Rules of Sales Success.
Sales Success Formula ... AHA!
1.3 THE BOOK OF SECRETS
Why do salespeople fail?
Are you born to sell? No, you learn to earn!
What's wrong with this sale? It's you, Bubba!
The bridge between positive and negative.
How the customer wants to be treated, honestly..
How a salesperson wants to be treated, honestly.
The elusive hot button. How do you find it?
1.4 THE BOOK OF BIG SECRETS
More sales are made with friendship than salesmanship.
Your best prospects are your present customers.
Make a sale on Monday.
Your personal mission statement.
1.5 THE BOOK OF HUMOR-THE BIGGEST SECRET
A funny thing happened to me on the way to a sale!
PART 2 PREPARING TO WOW! THE PROSPECT
2.1 THE BOOK OF WOW
The WOW! factor. Use it to land a big sale.
Are you using the WOW! factor?
Remember me? I'm a salesman. Just like all the others
2.2 THE BOOK OF QUESTIONS
To sell or not to sell, that is the (power) question
Can you close a sale in five questions?
2.3 THE BOOK OF POWER
You are now under my power (statement)
PART 3 PLEASE ALLOW ME TO INTRODUCE MYSELF
3.1 THE BOOK OF INTRODUCTIONS
The 30-second personal commercial - how to write it.
The 30-second personal commercial - how to deliver it
Got a referral? Here's the perfect approach.
3.2 THE BOOK OF COLD CALLING
"No Soliciting," the funniest sign in sales.
Get to the decision maker on a cold call.
Opening is as important as closing.
The cold call is fun. If you think it is.
Elements of a cold call that can make it hot.
PART 4 Making a Great Presentation
PART 5 Objections, Closing, and Follow-up. Getting to YES!
PART 6 Woes and Foes
PART 7 All Hail the King ... Customer
PART 8 Spreading the Gospel
PART 9 Networking ... Success by Association(s)
PART 10 Prophets and Profits
PART 11 up Your Income!
PART 12 Can I Get an Amen?!
Sales Bible 销售圣经
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