Its Not Who You Know Its Who Knows You Jeff Gitomer
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Are you a business owner?
Have you tried everything to boost your sales and nonetheless come up short?
We've got the answer to your dilemma, straight from the mouth of sales adept, Jeffrey Gitomer.
The Little Red Book of Selling will give you all the tips you demand to transform your sales, and it will teach you how to focus on selling the nigh of import thing: yourself.
To really reap from this volume, Jeffrey encourages reading the book repeatedly, as frequently as possible.
Luckily, we've fabricated information technology easier for you lot by summarising all the major teachings as well as giving you key takeaways!
1. Who is Jeffrey Gitomer?
Self-proclaimed 'King of Sales', Jeffrey Gitomer is a trainer, writer, sales coach, and international speaker.
Every bit a sales veteran of xl years, he's consulted with big names such as Apple tree, Coca-Cola ,and Microsoft, on meridian of writing and publishing 15 other books.
His book The Little Red Book of Selling demonstrates why sales happen, helping you to make informed choices near your business organization.
This body of piece of work will swoop into his 12.five principles of "sales greatness" that teach yous how to optimize your potential and more chiefly, drive your sales!
So, without wasting any more time, let'south swoop in.
2. The 12.5 Principles of Sales Greatness
2.1. Principle #1: Kick your own ass
Achieving success in sales is a production of your motivation as a salesperson.
It all begins and ends with you.
To be prosperous in the field of sales requires consistent conclusion, passion, and diligence.
Primal Takeaways
- Wait more from yourself than any manager ever would
- If you're non motivated enough to succeed, get out every bit fast equally you can
- Surround yourself with successful, positive people
- Become to work an hour before everyone else, and exist the last to exit
2.two. Principle #ii: Prepare to win, or lose to someone who is
To go a great salesperson, research and preparation is vital, especially when working with new clients.
You want to make certain yous research everything about your client.
This volition help yous understand what you need to do to really convince them to consider your offering.
Y'all desire to read the company'south almanac study, talk to employees, competitors, and consumers, and check out their websites and sales pages.
Central Takeaways
- Earlier you fifty-fifty make a call, do your homework
- Time is precious. If yous're spending your fourth dimension watching Idiot box, you're going to fail
two.iii. Principle #3: Personal branding is sales: It's non who you know, it's who knows y'all
First impressions are imperative.
Before yous even meet a potential client in person, you must already brand a great first impression.
If your proper name is searched on Google, what volition come upward?
Institute a compelling personal epitome as an expert — in terms of the service you offer and the industry in which you lot piece of work.
Key Takeaways
- SEO techniques and Google Adwords are peachy ways to ensure that people can hands find you
- Create a website, business organisation cards, or even attempt creating your own e-mag
2.4. Principle #4: It'due south all about value, it's all most relationship, it'south not all nearly price
When selling a product or service, you want to brand the value of the product stand out more the price y'all're asking.
Clients volition overlook steep prices if they're presented with a great value proposition.
Develop a relationship with clients that goes beyond the order of concern.
Clients need to feel appreciated for more than just their fiscal contribution.
Key Takeaways
- People desire to do business with their friends — make friends first
- Demonstrate how your product volition help your customer
2.5. Principle #five: Information technology's Not work, information technology'southward NETwork
Networking is one of the best ways to increment your fortune!
You want to attend events run past your local chamber of commerce as oftentimes as y'all tin.
You also might want to consider joining high-profile charities & organizations similar Entrepreneurs' Organization that offer mentorship, online networks, and global networking opportunities.
Here are some additional means to become networking.
Key Takeaways
- Go where your customers go!
- Spend 75% of your time with people you don't know
two.6. Principle #half dozen: If you can't get in front of the existent decision-maker, yous suck
Prioritize. Any client yous're dealing with, determine who the decision-maker is and brand sure you lot make an appointment with them.
Too brand sure you do this before you pitch any ideas or create any presentations.
This further applies to phone calls –– don't waste time talking nearly your production.
Talk about that when you can meet!
Key Takeaways
- Yous can't sell anything if yous're not selling information technology face to confront
- Go by gatekeepers. Don't let them speak to the superior for you — this is how you lose a sale
2.7. Principle #seven: Appoint me and you can make me convince myself
How are you going to convince your customer that what y'all can offer is the all-time compared to the residuum of the offers out there?
Inquire the correct questions that give you an thought of what is important to the client and what they demand well-nigh.
These questions must make the interested political party cease and recall.
Key Takeaways
- All the questions you enquire must be stimulating
- Have notes and actually listen when the person speaks
- Read the person's torso language, tone of voice, and facial expressions to know whether they are engaged in your sales conversation
2.8. Principle #8: If you can brand them express joy, you can brand them purchase!
Humour is a nifty tool to use to get your customer to motion from being interested, to someone who really likes you.
Through something as elementary equally laughter, you can go people to driblet their defenses and appoint with y'all in a truthful, trustful way.
It'due south a cracking way of gaining their full attention and making them desire more from you lot and your sales conversation.
Key Takeaways
- Tell personal stories that are funny and that make you relatable
- If you're not good at making people laugh, study information technology!
2.nine. Principle #nine: Use Inventiveness to differentiate and dominate
Co-ordinate to Jeffrey, at that place are 3 major ways to use creativity to distinguish yourself from the competition:
- Asking powerful opening questions when consulting with clients
- Impressive personal branding –– business cards, voicemail, etc.
- By making public appearances
- Creativity isn't limited to those born with talent –– you can teach yourself to be creative
2.10. Principle #x: Reduce their run a risk and you lot'll convert selling to buying
Clients are naturally going to exist humble well-nigh spending coin due to the risks that come with it.
Eliminate these obstacles to avoid (and make up one's mind) which risks may stand in your way of making the sale.
Put your client'south mind at ease by having them evaluate the risk vs. the reward that they gain by buying into your product.
Key Takeaways
- Social proof is a great fashion of making sure that customers are more comfortable in working with yous. These are things like reviews, testimonials, and social shares
2.eleven. Principle #11: When you say it about yourself, it'south bragging. When someone else says it about you lot, information technology's proof.
Referrals are the nearly important tool to consider when you desire to start generating leads.
Gitomer emphasizes the thought of getting your clients to help you lot gain more clients.
Seems pretty simple, simply how practice you practise this?
Recording video testimonials of satisfied customers and so presenting those to potential customers is i way of doing information technology — they sometimes even work better than written testimonials!
Key Takeaways
- Testimonials must include specific facts that betoken to your product/service capabilities
- Once you lot have established a practiced relationship, inquire your clients to give their reasons for buying from you
2.12. Principle #12: Antennas up!
To be successful equally a salesperson it'due south of import to be 'tuned in' –– to be enlightened of new opportunities to promote your business concern.
Be conscious of your environment and ever engage with whoever comes beyond your concern path — this will help you to generate new prospective clients.
The best salespeople are always selling no affair where they find themselves!
Cardinal Takeaways
- A '6th sense of selling' will keep your antennae upwards
2.xiii. Principle #12.v: Resign your position as general manager of the universe
The majority of people get too involved in others' drama. Virtually of the time, it's easier to give communication and solve each other'southward bug than it is to address our own.
The problem with this is that you finish up spending more fourth dimension trying to solve external problems than you do tending to your business organization — this results in sales inefficiency and that is the last thing yous desire.
Primal Takeaways
- Learn to focus on your own globe.
iii. Decision
For anyone looking for a career in sales, this book is a gateway to cognition and feel through the application of these principles.
The Little Red Volume of Selling is a perfect reminder of the kind of mental attitude, subject area, and inventiveness that is needed to non only establish a career every bit a sales person, but to truly succeed at information technology.
Volition it dramatically modify your sales results?
Well, just similar the book says — that's entirely up to you and how much y'all want it.
Other posts almost sales and business organisation books:
The New System to Launch
an Online Business
- How to start your first online business in vii days
- How to master a loftier-income online skill
- The secrets to scaling your concern to the side by side level
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