Key takeaways

First 20 pages move extremely fast setting up the premise of what will be presented

Liking is the single most powerful element in a sales relationship.

The workday starts the night before

Thirty to forty percent of
all customers will buy price. That's the
bad news. The good news is 60-70% of all
customers will buy value if you provide it to
them.

If you can concentrate on use and ownership,
then you can focus on cost and long term
value as opposed to price.

Question to determine decision maker : How would a decision like using our service be made? …. Then what?

Ask questions about productivity and provide

Building rapor can include humor.
Thought **** when calling someone tell them something funny or crazy that had just happened such as a cow crossing holding up traffic or something irate to get them talking

Use creativity to differentiate and dominate

If you plan to be different, start with your voicemail message

When faced with the “I’m satisfied with who we use or were happy with the process we have now” your response:
I often times hear that from the many prospective new clients I work with, and they always saw the same thing that they are satisfied with who they use now, however our customers our ecstatic and thrilled while we give them incredible value , their more productive and are reaping the profits of doing business with us.

SUCCESS STRATEGY: Identify and eliminate (or outweigh). Ask your prospect: "What's the risk?" Then ask "What's the reward?" If the risk is low, and the reward is high, then the
decision is obvious.

Add testimonials to your website that overcome your most common buyer risks.
What should a written testimonial say?

A written testimonial should be phrased in a way that takes away a risk or neutralizes a fear. It should be phrased in a way
that shows a value benefit or a specific enhancement.

-A testimonial should show action and make a call to action.
"I used to use a competitor, I switched to ABC, so should you?

-A testimonial should overcome an objection. "I thought their
price was too high, bought it any way, came to realize they had the best value."
-A testimonial should re-enforce a claim.
"I increased my productivity. I earned more profit." ( )

book aims to demystify buying principles for salespeople. HARD

Little Book; Big Ideas

Looking for a spark to reignite your passion for selling?

Jeffrey Gitomer, author of The Sales Bible, has produced another gem. His lively style and straight talk make this book an inspirational motivator for salespeople who need to have a fire lit under them.

Combining professionalism with humor, he presents more than a dozen principles of sales greatness.

Gitomer combines colorful language with a punchy style to put the fun in the fundamentals of selling. ( )