Download The Sales Bible: The Ultimate Sales Resource, Revised by Jeffrey Gitomer PDF

By Jeffrey Gitomer

Revenues guru Jeffrey Gitomer's bestselling vintage is now to be had in paperbackJeffrey Gitomer's revenues Bible was once indexed as one in every of "The Ten Books each shop clerk should still personal and skim" via the Dale Carnegie revenues virtue application. Now thoroughly revised, this ebook is offered for the 1st time in paperback. The revenues Bible has helped tens of hundreds of thousands of salespeople around the world achieve their capability and shut the large deal. Gitomer supplies revenues pros the appropriate solutions to the hardest questions:How to make revenues in any monetary environmentTwenty-five how you can get that most-elusive appointmentTop-down sellingHow to fill the revenues pipeline with clients able to buyHow to exploit the appropriate inquiries to make extra revenues in part the timeThis ebook is every thing its identify claims to be

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Extra resources for The Sales Bible: The Ultimate Sales Resource, Revised Edition

Sample text

A happy consequence is more selling time.  While some veterans may initially resist the change from the comfort of total dependency on company­supplied leads, most come to see the advantages of a wider access to their market. " Now let's review these self­generating lead options.  This simple device helped keep three dinner­party sales reps busy for years in a small market.  When that happens, other local lead programs can be used to book party­plan events to start new chains, such as those that follow here.

Do you charge for leads based on the average of all leads, or do you determine the charges by category? What changes, if any, are you considering after reading this chapter? Recommended books to help you spend your lead­generation dollars: The New Marketing Era by Paul Postma Integrated Direct Marketing by Ernan Roman Page 39 CHAPTER 6 GENERATE ABUNDANT LOCAL LEADS If your ship doesn't come in, swim out to it. " Local marketing encourages sales managers to recruit aggressively without the twin fears of having to eat the unpaid lead charges of your new people and running out of leads to feed the existing sales force.

At the opposite end of the scale is the labor­intensive system of going door to door, cold­call telephoning, and booth sales, because all or most of the prospecting is the responsibility of the salesperson.  Since most companies using face­to­face sales have a sales force with a broad range of selling experience, using as much of the prospecting spectrum as possible makes good business sense.  The choice of prospecting tools is enormous. I've listed many of these tools here and will go into them in more depth in the upcoming chapters.

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