Read an Excerpt
Chapter One
8.5 ways to use this book
Salespeople are constantly searching for new ideas.
Salespeople need a constant source of motivation.
Salespeople need immediate answers.
Salespeople are looking to make more sales...today.Salespeople have lots of problems all at once. In the same day they cold-call, follow-up ten prospects, go to a networking event, make three presentations, send five letters, get turned down six times, and make one sale. That's a regular day! Salespeople need a dependable reference with real-world answers to their immediate questions, stumbling blocks, or challenges. They need The Sales Bible.
The Sales Bible is not a "method" of selling. It's a series of real-world observations, techniques and philosophies that you can modify to your style of selling. You use what you need to make the sale today. You use what you need to prepare for the sale tomorrow. You acquire the knowledge you need to achieve your sales goals.
The Sales Bible is a real-world resource. These lessons aren't a bunch of high-brow, Ph.D., clinical research. They're a result of 30 years of success and failure in some of the toughest selling environments the business world has to offer. They're based on real-world experiences of mine that I know work because I worked 'em. They are simple, pragmatic solutions, and they make sense where it counts — in your sales environment. They will help in your real world. Try a few and see.
Use this book!...1. As a resource...To expand andstrengthen your knowledgeand expertise with the selling process and daily sales challenges.
2. For a daily lesson...As part of your daily rededication to bethe best.
3. In a study group...To grow and develop as a professionalsalesperson.
4. To lead a meeting...Most chapters are an ideal length to useas a guide for a sales training, or for a brainstorming meeting.
5. To solve a problem...When you're out of ideas and need ananswer now.
6. To prepare for a sale...To gain a competitive advantage.
7. To close a sale ... The solutions and answers are indexed for fast access
8. In the heat of the battle...Take it with you assales day and reach for it as the doors begin to slam in your face, asthe important contacts need to be made, when that hot prospectwon't return the voice mail message you left for the third time.
One great way to abuse this book...
As you read it...Read with a yellow highlighter and a red pen. Highlight the areas that pertain to the knowledge you seek. Write your thoughts, action plans, and ideas in the margins.
One great way to learn from this book...
Try it now...For maximum benefit, use the information you read as soon as you can. On a prospect or a customer. As soon as you use it, you own it. One new technique per day is 220 new techniques per year in five years you'll have more than 1,000 techniques at your command. WOW.
Carry this book with you...Use it as a resource and a reference. Read a chapter at lunch. Discuss a point with your co-workers. But most of all, use it to make a sale. Lots of sales.
The spirit of sales!
Each chapter has a quote at the top that's designed to capture the spirit of its content. Spirit plays a major role in The Sales Bible. The spirit in which the information is offered, and the spirit in which it's received —and used. Each lesson stands on its own. Each lesson evolves to the next. Each lesson interacts with the others. Each lesson reflects the whole. Each lesson contributes to the whole.
Read the section titled "Post-it Note™ Your way to achievement" found in " Genesis." Use this method to chart your progress through this book. It will be good practice, and it will ensure that you get the maximum benefit. Set goals for chapters you'll read each day. Set specific goals for enacting what you've learned. Set goals for improving your attitude. Set goals for having fun in your career. Then set goals for big sales.
The accompanying flashcards contain crucial support information from The Sales Bible. You can carry them with you on sales calls, to networking events or to the trade show for quick reference under fire. The flashcards will reinforce the principles of sales. They will help you gain mastery of the selling process.
Use The Sales Knowledge Game (the diskette) to test your comprehension of the material in the book. And, hey, it's fun! Take the test, mail us your results, and we'll send you The Aha!™ Award for Sales Excellence.
8.5 Double your money!
I have created an income-doubling plan. It is outlined in the Book of Numbers. I did it because so many salespeople have unharnessed talent. I challenge you to double your income. I have given you the tools to do it, now it's up to you to prove it to yourself. Can you develop the discipline needed to do it?
