In this slide show I have highlighted some of the most effective sales principles covered in the sales bible.

1. Jeffrey Gitomer

2. 1 new technique per day is 220 techniques per year
• A resource
• Daily Lessons
• In a study group
• To lead a meeting
• To solve a problem
• To prepare for a sale
• To close a sale
• In the heat of the battle

3. The trick is to use these techniques daily
1. Say it in terms of the customer wants, needs, and
understands
2. Gather personal info
3. Build friendships
4. Build a relationship shield that no competitor can
pierce
5. Establish common ground
6. Gain confidence
7. Have fun and be funny
7.5 Never get caught selling

4. FREE GIT BIT
1. Write down big ones
2. Write down small ones
3. Put them in front of your face
4. Say them aloud each time you look at them
5. Keep looking and talking until you act
6. Seeing the note there every day make you think
about acting on it every day
6.5 Revisit your success every day

6. • 0-2 YES answers – You have a positive attitude
• 3-6 YES answers – You have a negative
attitude
• 7 or more YES answers – You have a problem
attitude. Serious problem

7. 15% Improper Training
20% Poor verbal and written communication skill
15% Poor or problematic boss or management
50% Attitude

8. Traits of GREAT salespeople!
Personal Inventory Test (Answer Y/N)
*Working on it? Mark No
1. I have set my goals in writing
2. I have good self-discipline
3. I am self-motivated
4. I want to be more knowledgeable
5. I want to build relationships
6. I am self-confident
7. I like myself
8. I love people
9. I love a challenge
10. I love to win
11. I can accept rejection with positive attitude
12. I can handle the details
13. I am loyal
14. I am enthusiastic
15. I am observant
16. I am a good listener
17. I am perceptive
18. I am skillful communicator
19. I am a hard worker
20. I want to be financially secure
21. I am persistent
15+ = Great, 10 to 14 = Middle Ground, Less than 10 = RUN!!

9. • Just give me the facts
• Tell me the truth, and don’t use the word HONESTLY. It makes me nervous
• Give me a GOOD reason why this product is good for me
• Show me some proof
• Show me I am not alone
• Show me a letter from a satisfied customer
• Tell me how this price is fair
• Tell me and show me you will serve me after you sell me
• Don’t argue with me
• Don’t tell me negative things
• Don’t talk down to me
• Don’t tell me what I did was wrong
• LISTEN to ME
• Be sincere when you tell me things
• Deliver what you sell me – when you say you will
• Help me buy – don’t sell me
Take a few minutes to think. Do you incorporate these into your sales presentation?

10. (Personal is hotter than business)
• Ask questions about status and situation
• Ask questions about issues of pride
• Ask questions about personal interest
• Ask what he would do if he didn’t have to
work
• Ask goal-related questions
• Look at EVERYTHING in the office

11. 1. Listen to the first thing said or alluded to
2. Listen for the tone of first responses
3. Listen for immediate, emphatic responses
4. Listen for a long, drawn-out explanation of
story
5. Listen to repeated statements
6. Look for emotional responses

12. 1. Ask questions about importance or
significance
2. Ask questions about the are you think is hot
3. Ask questions in a subtle way
4. Don’t be afraid to bring up the hot button
throughout the presentation
4.5 Use “If I (offer solution)…, would you
(commit or buy) …?”

13. • The hot button is sometimes a very sensitive
issue
• The hot button is elusive
• The hot button is an elevator

14. The secret to a great week is to use Monday as a
springboard for the rest of the week!
1. Make a sale first thing Monday Morning
2. Learn Something new
3. Work like hell all week

15. 1. Learn something new
2. Make a sale on Friday afternoon
3. Confirm and solidify your Monday
appointments
4. Make at least 5 appointments for next week

16. Humor is one of the most important communication
strengths needed to master in the selling process
• Use jokes to warm up the presentation
• Don’t make jokes at others expense
• Use yourself as an example
• Some people won’t get it
• Listen before you give the joke
• If you use a joke they have heard before, it is a
NEGATIVE response to make them hear it again
• More…

17. Develop a total WOW preparation
Prototypes/mockups
Proposals
Reference Letters
Trademark
Visual Presentation
Provide distinct separation from competition
Write pitch and understand all possible objections
Select clothing that would be most appropriate
Always have somewhere else to go
Don’t be afraid to BE HONEST about your schedule

18. • Hand Delivery’s
• Fast Delivery’s
• Early Service
• Late (After hours) Service
• Delivering more than you promised
• Fax a joke
• Quotation examples
• A remarkable business card
• Gift basket of things that are meaningful
• Fax an article about the person’s interest
• A birthday call
• “I was thinking about you” call
• Personal Attention – before, during, and AFTER the sale
• Delivering a gift of thanks – gift basket, plant, flowers
• Delivering a personalized gift of thanks

19. • Number of kids (in school? Which one?)
• College attended
• Favorite sports team
• Favorite restraunt or food
• Type of car
• Favorite magazine
• Last book read
• Prime goal
• Last vacation – where
• Trade publications read
• Trade association involvement
• Civic/community organizations
• Hometown
• Other places lived or worked
• Present place of residence
Ask yourself this: Will they talk about me after I leave?

20. • The game-plan (and budget)
• The objectives
• The urgency (selling cycle time)
• Tools to be used
• Verbiage of all writing… with impact
• Verbiage of the pitch (phone, in person)… with
impact
• The objections – scripted response
• The implementation (and training)
• The measurement – documenting details

21. Use that personal information wisely! WOW your prospect.
• Don’t just give away tickets to the game. Take your prospect
along with you!
• Take your prospect to their favorite restraunt
• Donate to THEIR charity in THEIR name
• Make them your Customer of the Month. Send them an
award plaque.
• Share a family experience – Discovery place, a Knights
game, a picnic
• Send a handwritten note with a personal message

22. USE POWER QUESTIONS TO FIND FACTS CRITICAL TO
CLOSE THE PROSPECT
• “How do you select…?”
Quality, Deliver, Price
• “How do you define…( quality, delivery, price)?”- (What
does …. mean to you?)
• “What makes that important to you?” (Is that most
important to you?)
• If I could… Would I be a candidate for your business?
• Great! When could we begin?

23. • What do you look for…?
• What have you found…?
• How do you propose…?
• What has been your experience…?
• How have you successfully used …?
• How do you determine …?
• Why is that a deciding factor …?
• What makes you choose…?
• What do you like about …?
• What is one thing you would improve about…?
• What would you change about…?
• Are there other factors…?
• What does your competitor do about….?
• How do your customers react to…?
Practice for 30 days to see the rewards!

24. • Free Git Bits in his books
• Gitomer.com is FULL of Sales Resources
• Video testimonials DRIVE sales
• Don’t just read this book once
• Walk through the Sales grading sheet with this
book
• Subscribe to Gitomers email newsletters:
www.Gitomer.com

25. • 24.5 Sales and Personal strategies in a downed
economy
• 39.5 Rules of success