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Jeffrey Gitomer
1 new technique per day is 220 techniques per year




•   A resource
•   Daily Lessons
•   In a study group
•   To lead a meeting
•   To solve a problem
•   To prepare for a sale
•   To close a sale
•   In the heat of the battle
The trick is to use these techniques daily


1. Say it in terms of the customer wants, needs, and
    understands
2. Gather personal info
3. Build friendships
4. Build a relationship shield that no competitor can
    pierce
5. Establish common ground
6. Gain confidence
7. Have fun and be funny
7.5 Never get caught selling
FREE GIT BIT
1. Write down big ones
2. Write down small ones
3. Put them in front of your face
4. Say them aloud each time you look at them
5. Keep looking and talking until you act
6. Seeing the note there every day make you think
   about acting on it every day
6.5 Revisit your success every day
The Sales Bible - Jeffrey Gitomer
• 0-2 YES answers – You have a positive attitude
• 3-6 YES answers – You have a negative
  attitude
• 7 or more YES answers – You have a problem
  attitude. Serious problem
15% Improper Training
20% Poor verbal and written communication skill
15% Poor or problematic boss or management


               50% Attitude
Traits of GREAT salespeople!
                                               Personal Inventory Test (Answer Y/N)
                                                    *Working on it? Mark No
1.      I have set my goals in writing
2.      I have good self-discipline
3.      I am self-motivated
4.      I want to be more knowledgeable
5.      I want to build relationships
6.      I am self-confident
7.      I like myself
8.      I love people
9.      I love a challenge
10.     I love to win
11.     I can accept rejection with positive attitude
12.     I can handle the details
13.     I am loyal
14.     I am enthusiastic
15.     I am observant
16.     I am a good listener
17.     I am perceptive
18.     I am skillful communicator
19.     I am a hard worker
20.     I want to be financially secure
21.     I am persistent

15+ = Great, 10 to 14 = Middle Ground, Less than 10 = RUN!!
•   Just give me the facts
•   Tell me the truth, and don’t use the word HONESTLY. It makes me nervous
•   Give me a GOOD reason why this product is good for me
•   Show me some proof
•   Show me I am not alone
•   Show me a letter from a satisfied customer
•   Tell me how this price is fair
•   Tell me and show me you will serve me after you sell me
•   Don’t argue with me
•   Don’t tell me negative things
•   Don’t talk down to me
•   Don’t tell me what I did was wrong
•   LISTEN to ME
•   Be sincere when you tell me things
•   Deliver what you sell me – when you say you will
•   Help me buy – don’t sell me

Take a few minutes to think. Do you incorporate these into your sales presentation?
(Personal is hotter than business)
•   Ask questions about status and situation
•   Ask questions about issues of pride
•   Ask questions about personal interest
•   Ask what he would do if he didn’t have to
    work
•   Ask goal-related questions
•   Look at EVERYTHING in the office
1. Listen to the first thing said or alluded to
2. Listen for the tone of first responses
3. Listen for immediate, emphatic responses
4. Listen for a long, drawn-out explanation of
   story
5. Listen to repeated statements
6. Look for emotional responses
1. Ask questions about importance or
   significance
2. Ask questions about the are you think is hot
3. Ask questions in a subtle way
4. Don’t be afraid to bring up the hot button
   throughout the presentation
4.5 Use “If I (offer solution)…, would you
(commit or buy) …?”
• The hot button is sometimes a very sensitive
  issue
• The hot button is elusive
• The hot button is an elevator
The secret to a great week is to use Monday as a
springboard for the rest of the week!

1. Make a sale first thing Monday Morning
2. Learn Something new
3. Work like hell all week
1. Learn something new
2. Make a sale on Friday afternoon
3. Confirm and solidify your Monday
   appointments
4. Make at least 5 appointments for next week
Humor is one of the most important communication
  strengths needed to master in the selling process
• Use jokes to warm up the presentation
• Don’t make jokes at others expense
• Use yourself as an example
• Some people won’t get it
• Listen before you give the joke
• If you use a joke they have heard before, it is a
  NEGATIVE response to make them hear it again
• More…
Develop a total WOW preparation
Prototypes/mockups
Proposals
Reference Letters
Trademark
Visual Presentation
Provide distinct separation from competition
Write pitch and understand all possible objections
Select clothing that would be most appropriate
Always have somewhere else to go
Don’t be afraid to BE HONEST about your schedule
•   Hand Delivery’s
•   Fast Delivery’s
•   Early Service
•   Late (After hours) Service
•   Delivering more than you promised
•   Fax a joke
•   Quotation examples
•   A remarkable business card
•   Gift basket of things that are meaningful
•   Fax an article about the person’s interest
•   A birthday call
•   “I was thinking about you” call
•   Personal Attention – before, during, and AFTER the sale
•   Delivering a gift of thanks – gift basket, plant, flowers
•   Delivering a personalized gift of thanks
•   Number of kids (in school? Which one?)
•   College attended
•   Favorite sports team
•   Favorite restraunt or food
•   Type of car
•   Favorite magazine
•   Last book read
•   Prime goal
•   Last vacation – where
•   Trade publications read
•   Trade association involvement
•   Civic/community organizations
•   Hometown
•   Other places lived or worked
•   Present place of residence

Ask yourself this: Will they talk about me after I leave?
• The game-plan (and budget)
• The objectives
• The urgency (selling cycle time)
• Tools to be used
• Verbiage of all writing… with impact
• Verbiage of the pitch (phone, in person)… with
  impact
• The objections – scripted response
• The implementation (and training)
• The measurement – documenting details
Use that personal information wisely! WOW your prospect.

• Don’t just give away tickets to the game. Take your prospect
  along with you!
• Take your prospect to their favorite restraunt
• Donate to THEIR charity in THEIR name
• Make them your Customer of the Month. Send them an
  award plaque.
• Share a family experience – Discovery place, a Knights
  game, a picnic
• Send a handwritten note with a personal message
USE POWER QUESTIONS TO FIND FACTS CRITICAL TO
                    CLOSE THE PROSPECT
• “How do you select…?”
Quality, Deliver, Price
• “How do you define…( quality, delivery, price)?”- (What
  does …. mean to you?)
• “What makes that important to you?” (Is that most
  important to you?)
• If I could… Would I be a candidate for your business?
• Great! When could we begin?
•   What do you look for…?
•   What have you found…?
•   How do you propose…?
•   What has been your experience…?
•   How have you successfully used …?
•   How do you determine …?
•   Why is that a deciding factor …?
•   What makes you choose…?
•   What do you like about …?
•   What is one thing you would improve about…?
•   What would you change about…?
•   Are there other factors…?
•   What does your competitor do about….?
•   How do your customers react to…?


           Practice for 30 days to see the rewards!
•   Free Git Bits in his books
•   Gitomer.com is FULL of Sales Resources
•   Video testimonials DRIVE sales
•   Don’t just read this book once
•   Walk through the Sales grading sheet with this
    book

• Subscribe to Gitomers email newsletters:

         www.Gitomer.com
• 24.5 Sales and Personal strategies in a downed
  economy
• 39.5 Rules of success

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The Sales Bible - Jeffrey Gitomer

  • 2. 1 new technique per day is 220 techniques per year • A resource • Daily Lessons • In a study group • To lead a meeting • To solve a problem • To prepare for a sale • To close a sale • In the heat of the battle
  • 3. The trick is to use these techniques daily 1. Say it in terms of the customer wants, needs, and understands 2. Gather personal info 3. Build friendships 4. Build a relationship shield that no competitor can pierce 5. Establish common ground 6. Gain confidence 7. Have fun and be funny 7.5 Never get caught selling
  • 4. FREE GIT BIT 1. Write down big ones 2. Write down small ones 3. Put them in front of your face 4. Say them aloud each time you look at them 5. Keep looking and talking until you act 6. Seeing the note there every day make you think about acting on it every day 6.5 Revisit your success every day
  • 6. • 0-2 YES answers – You have a positive attitude • 3-6 YES answers – You have a negative attitude • 7 or more YES answers – You have a problem attitude. Serious problem
  • 7. 15% Improper Training 20% Poor verbal and written communication skill 15% Poor or problematic boss or management 50% Attitude
  • 8. Traits of GREAT salespeople! Personal Inventory Test (Answer Y/N) *Working on it? Mark No 1. I have set my goals in writing 2. I have good self-discipline 3. I am self-motivated 4. I want to be more knowledgeable 5. I want to build relationships 6. I am self-confident 7. I like myself 8. I love people 9. I love a challenge 10. I love to win 11. I can accept rejection with positive attitude 12. I can handle the details 13. I am loyal 14. I am enthusiastic 15. I am observant 16. I am a good listener 17. I am perceptive 18. I am skillful communicator 19. I am a hard worker 20. I want to be financially secure 21. I am persistent 15+ = Great, 10 to 14 = Middle Ground, Less than 10 = RUN!!
  • 9. Just give me the facts • Tell me the truth, and don’t use the word HONESTLY. It makes me nervous • Give me a GOOD reason why this product is good for me • Show me some proof • Show me I am not alone • Show me a letter from a satisfied customer • Tell me how this price is fair • Tell me and show me you will serve me after you sell me • Don’t argue with me • Don’t tell me negative things • Don’t talk down to me • Don’t tell me what I did was wrong • LISTEN to ME • Be sincere when you tell me things • Deliver what you sell me – when you say you will • Help me buy – don’t sell me Take a few minutes to think. Do you incorporate these into your sales presentation?
  • 10. (Personal is hotter than business) • Ask questions about status and situation • Ask questions about issues of pride • Ask questions about personal interest • Ask what he would do if he didn’t have to work • Ask goal-related questions • Look at EVERYTHING in the office
  • 11. 1. Listen to the first thing said or alluded to 2. Listen for the tone of first responses 3. Listen for immediate, emphatic responses 4. Listen for a long, drawn-out explanation of story 5. Listen to repeated statements 6. Look for emotional responses
  • 12. 1. Ask questions about importance or significance 2. Ask questions about the are you think is hot 3. Ask questions in a subtle way 4. Don’t be afraid to bring up the hot button throughout the presentation 4.5 Use “If I (offer solution)…, would you (commit or buy) …?”
  • 13. • The hot button is sometimes a very sensitive issue • The hot button is elusive • The hot button is an elevator
  • 14. The secret to a great week is to use Monday as a springboard for the rest of the week! 1. Make a sale first thing Monday Morning 2. Learn Something new 3. Work like hell all week
  • 15. 1. Learn something new 2. Make a sale on Friday afternoon 3. Confirm and solidify your Monday appointments 4. Make at least 5 appointments for next week
  • 16. Humor is one of the most important communication strengths needed to master in the selling process • Use jokes to warm up the presentation • Don’t make jokes at others expense • Use yourself as an example • Some people won’t get it • Listen before you give the joke • If you use a joke they have heard before, it is a NEGATIVE response to make them hear it again • More…
  • 17. Develop a total WOW preparation Prototypes/mockups Proposals Reference Letters Trademark Visual Presentation Provide distinct separation from competition Write pitch and understand all possible objections Select clothing that would be most appropriate Always have somewhere else to go Don’t be afraid to BE HONEST about your schedule
  • 18. Hand Delivery’s • Fast Delivery’s • Early Service • Late (After hours) Service • Delivering more than you promised • Fax a joke • Quotation examples • A remarkable business card • Gift basket of things that are meaningful • Fax an article about the person’s interest • A birthday call • “I was thinking about you” call • Personal Attention – before, during, and AFTER the sale • Delivering a gift of thanks – gift basket, plant, flowers • Delivering a personalized gift of thanks
  • 19. Number of kids (in school? Which one?) • College attended • Favorite sports team • Favorite restraunt or food • Type of car • Favorite magazine • Last book read • Prime goal • Last vacation – where • Trade publications read • Trade association involvement • Civic/community organizations • Hometown • Other places lived or worked • Present place of residence Ask yourself this: Will they talk about me after I leave?
  • 20. • The game-plan (and budget) • The objectives • The urgency (selling cycle time) • Tools to be used • Verbiage of all writing… with impact • Verbiage of the pitch (phone, in person)… with impact • The objections – scripted response • The implementation (and training) • The measurement – documenting details
  • 21. Use that personal information wisely! WOW your prospect. • Don’t just give away tickets to the game. Take your prospect along with you! • Take your prospect to their favorite restraunt • Donate to THEIR charity in THEIR name • Make them your Customer of the Month. Send them an award plaque. • Share a family experience – Discovery place, a Knights game, a picnic • Send a handwritten note with a personal message
  • 22. USE POWER QUESTIONS TO FIND FACTS CRITICAL TO CLOSE THE PROSPECT • “How do you select…?” Quality, Deliver, Price • “How do you define…( quality, delivery, price)?”- (What does …. mean to you?) • “What makes that important to you?” (Is that most important to you?) • If I could… Would I be a candidate for your business? • Great! When could we begin?
  • 23. What do you look for…? • What have you found…? • How do you propose…? • What has been your experience…? • How have you successfully used …? • How do you determine …? • Why is that a deciding factor …? • What makes you choose…? • What do you like about …? • What is one thing you would improve about…? • What would you change about…? • Are there other factors…? • What does your competitor do about….? • How do your customers react to…? Practice for 30 days to see the rewards!
  • 24. Free Git Bits in his books • Gitomer.com is FULL of Sales Resources • Video testimonials DRIVE sales • Don’t just read this book once • Walk through the Sales grading sheet with this book • Subscribe to Gitomers email newsletters: www.Gitomer.com
  • 25. • 24.5 Sales and Personal strategies in a downed economy • 39.5 Rules of success