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在线阅读本书

Sales guru Jeffrey Gitomer's bestselling classic is now available in paperback

Jeffrey Gitomer's Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal. Gitomer gives sales professionals the right answers to the toughest questions:

* How to make sales in any economic environment

* Twenty-five ways to get that most-elusive appointment

* Top-down selling

* How to fill the sales pipeline with prospects ready to buy

* How to use the right questions to make more sales in half the time

This book is everything its title claims to be.

Jeffrey Gitomer (Charlotte, NC) is a world-class authority on sales and customer loyalty. He leads over 125 training programs and annual sales meetings for companies like IBM, AT&T, Coca-Cola, Caterpillar, Miliken, GE, Carlsburg, and Cintas. He writes the popular syndicated weekly column "Sales Moves," read by more than 3.5 million people across the United States and Europe. And his award-winning Web sites (gitomer.com and trainone.com) and his weekly e-zine (sales caffeine) feature every element of selling from making assessments to weekly articles, free sales tips, and streaming video sales training.

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1、以顾客希望、需要和理解的方式去说话（推销），而不是只顾自己喜欢的方式。 2、收集个人信息，并学习如何使用这些信息。

3、建立友谊。人们喜欢从朋友而不是销售员那里购买。

4、建立一个任何竞争对手无法刺穿的关系后盾。我的竞争对手经常会前去拜访我的客户。而我的客户则会把我的号码给他们，让他们打电话征求我的意见。我的客户会说：“给杰弗里·吉默特打个电话，向他解释一下。如果他认为可行的话，他会告诉我们的。”如果你的竞争对手拜访你的客户，他们也会这样做吗？你又怎么能够保证做到这一点？

5、建立共同基础。如果我们都喜欢高尔夫或都有孩子，那我们就有了能够把彼此拉近的共同话题。

6、赢得信任。在激发了他们的购买兴趣时，你最好要让他们对你产生足够的信任，否则他们就会转向你的竞争对手。

7、享受乐趣并做一个有趣的人。这并不是脑癌，而是你的职业。你没有理由不开心。如果你能够让他们笑，那你就能够让他们买。笑是默许的表现，而默许则会带来合同。 7.5、永远不要表现得像推销。切忌一开口就表现出一副销售员的腔调。要学会这门科学并把它转化为艺术。

1、树立并保持积极的心态。这是生活的第一原则。积极的心态会让你走上成功之路。如果怀疑这一点，那说明你的心态还不够积极。积极的心态并不仅仅是一种思维方式，而且也是对每日的承诺。你要保持积极的心态。

2、相信自己。如果连你自己都不相信自己，那还会有谁会相信你？你掌握着销售中最重要的工具：你的大脑。

3、设定并实现目标。制定计划。确定并实现特定的长期目标（你想要什么）和短期目标（怎样获得自己想要的）。目标是指引你走向成功的路线图。

4、学习并执行销售的基础原则。坚持销售学习：阅读、听录音带、参加研讨会、实践所学的知识。每天学习一点新知识，并与实践经验相结合。了解这些基础原则可以让你在推销时有所选择。即便是关系客户销售，有时也需讲究一些策略。

5...

行动，方式，思维技巧

不要指责自己，而是要负起你的责任。学习，改进，并继续努力。

行动：考虑你所需要的对策。看看你最近的10笔交易。

方式：给最好的10位客户打电话，安排一次早餐或者午餐。在就餐期间，问一下他们是如何定义关系的，问问他们与你做交易的时候最看重的是什么。

技巧：一旦你了解了客户对关系的定义，那你就可以把这些重要的原则应用到其他人身上。

现实情况：建立关系的过程中，你付出的越多，你就越容易获得忠实的客户，越容易实现销售。事实上，大多数销售员都不愿意去做有利于销售的艰苦工作。

一份证明材料胜过100种销售方式。视频证明材料可用于广告推广，网站，建议书和产品演示，以帮助实现销售。

销售并不是一个简单交易的问题，它甚至还不是产品质量或服务响应的问题。销售是一个关乎你的身份，你的态度和你的成功的问题。它是一个关于你在多大程度上愿意承担责任，愿意帮助他人的问题，而这种对他人的帮助最终也是对自己的帮助。这并不是一种理念或策略，而是一种人生哲学。

销售之前，一切为零

错误的问题导致错误的答案

书籍介绍

在线阅读本书

Sales guru Jeffrey Gitomer's bestselling classic is now available in paperback

Jeffrey Gitomer's Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal. Gitomer gives sales professionals the right answers to the toughest questions:

* How to make sales in any economic environment

* Twenty-five ways to get that most-elusive appointment

* Top-down selling

* How to fill the sales pipeline with prospects ready to buy

* How to use the right questions to make more sales in half the time

This book is everything its title claims to be.

Jeffrey Gitomer (Charlotte, NC) is a world-class authority on sales and customer loyalty. He leads over 125 training programs and annual sales meetings for companies like IBM, AT&T, Coca-Cola, Caterpillar, Miliken, GE, Carlsburg, and Cintas. He writes the popular syndicated weekly column "Sales Moves," read by more than 3.5 million people across the United States and Europe. And his award-winning Web sites (gitomer.com and trainone.com) and his weekly e-zine (sales caffeine) feature every element of selling from making assessments to weekly articles, free sales tips, and streaming video sales training.