Mon 27 Mar 2006
Everyone sells: If you work, you sell yourself on getting out of bed to go to work and you sell your boss every day on why they should keep you employed. If you're a member of the clergy, you sell people on why they should attend your church. If you're a parent, you sell your children on why they should wash up before a meal. If you're in business, of course, you sell your prospects on why they should buy from you.
Jeffrey Gitomer knows sales. What I like about the approach he takes in this easy-to-read book, The Sales Bible, is that sales and customer service are intricately linked. What's more, he tries to show how sales/customer service is fun with his lighthearted, easy-to-read content. He also encourages people to be very creative in how they sell and how they give good customer service in order to separate themselves from the competition. He covers every aspect of sales from “Why do salespeople fail?” through every step of the sales process (Introduction, Presentation, Handling Objections, Asking for the Order), to how to deal with the competition, how to succeed at trade shows, how to network, and how to build up your pipeline. You will not finish this book and think, “I didn't learn a thing!” Gitomer is fresh, succinct, and brutally honest at the same time. That's the kind of book that any entrepreneur needs to read!
The only thing I didn't like about the book was the way he writes lists (and he writes a lot of them). Rather than creating a 10 point list, he creates 9.5 point lists. It's a bizarre and distracting thing to do. But honestly, that's my only issue with the book. It's a great read and one you'll read again and again.
I don't subscribe often to e-zines but after I read his book I became a believer and I subscribed to his regular e-zine.