Whichever book it is by Gitomer, it is sure to leave an impact and will definitely teach the reader newer and better ways to sell. The style of writing adopted by the author is extremely wonderful and his tone, along with his tips can’t be ignored because the reader realizes how much value oozes from them.
I liked this book particularly for its substantial content and brilliant copy. And if you’re looking for a comprehensive refresher on selling skills and best practices, your search could end right here.
Once you pore over the book, you will realize that the book is not big on the “structure of how to sell”. It is big on “YOU”. The most basic and vital ingredient of every sale is you, the sales person. One look at the title of the first chapter and you’ll know what I mean to convey. Even the chapter about value for your customer leans more towards discussing you, the seller.
Much of this book will be something that you’d already be knowing, if your heart and soul are into selling. Comments like: “Customers don’t want to be sold they want to buy.”
“Questions are the answer.” “Work hard and have fun” pay testimony to that sentiment.
The Sales Process that is projected in the book is simple and unfussy. Prospect-Identify needs and implications-Present Solutions-Meet objections-Negotiate-Ask for the business -Manage the account. The distinction between transactional and consultative selling is clearly put.
But you need to remember one thing, don’t buy this book if you are looking for the new sales paradigm to skyrocket your sales success. Buy it because it’s all about YOU.