thesalesbible-100215235046-phpapp01

8/12/2019 thesalesbible-100215235046-phpapp01

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The Sales Bibleby Jeffrey Gitomer

Every once in a while, ONE book

defines a category, Jack Covert

Featured on PersonalMBA.coms

Recommended Reading list

Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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Slideshow put together by:

Colin [email protected] development and e-marketing campaignsImport / export management for US-South America

Inmersiones ingleses en CundinamarcaFreelance writingwww.expat-chronicles.com

I hope Gitomer approves. Buy his book.

http://www.expat-chronicles.com/http://www.expat-chronicles.com/http://www.expat-chronicles.com/http://www.expat-chronicles.com/http://www.expat-chronicles.com/


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Why is a salesperson the mostimportant person in the world of

business?

Nothing happens until

someone sells something.

* A sale is always madeeither you sell the

customer on YES or he sells you on NO.



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The Rules

1. Say it in terms of what the customer wants,needs, and understands Not in terms of whatyouve got to offer.

2. Gather personal information.

3. Build friendships, a relationship shield that nocompetitor can pierce.

4. Establish common ground golf, kids, etc.

5. Have fun and be funny If you can make yourprospects laugh, you can make them buy.

6. Never get caught selling Dont sound like asalesperson.



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New Economy Strategies (selected)

1. Guard customers with your life.

2. Its the relationship not the price.

3. Eliminate anything that isnt BEST in class.

4. Network more than anyone, ever.

5. Make decisions based on what you want to become.6. Study attitudeand no whining.

7. Create a real (and perceived) difference betweencompetition.

8. Study creativityWOW!9. Learn the joy of rejection.

10. Repeat aloud your goals twice a day.

11. Bet on yourselfInvest in your mental self. ATTITUDE



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Post-It Note your way to success

Write down big and small goals on Post-Itnotes

Stick to bathroom mirror

You HAVE TO repeat them aloud every timeyou look at them.

Doubles the affirmation

Seeing the note every day makes you thinkabout acting on it every day.



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Rules for Sales Success, pt 1 Establish a positive attitudebelieve in yourself.

Set & achieve short- and long-term goals.

Learn & execute the fundamentals of sales.

Understand customer & his needssell to help.

Establish long-term relationships.

Believe in your product.

Qualify the buyer.

Be on time and look professional

Establish rapport and buyer confidence

Use humor

Master total knowledge of your product

Sell benefits, not featuresin customers terms.



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Tell the truth, keep promises.

Dont down the competition.

Use testimonials.

Listen for buying signals.

Anticipate objectionsrehearse answers.

Get down to real objection, answer it. ASK FOR THE SALE.

After asking a closing question, SHUT UP.

If no sale, make appointment to return.

Follow up, follow up, follow up. Redefine rejection.

Harness the power of persistence.

Find success formula through numbers

Rules for Sales Success, pt 2



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Sales Success Formula: AHA!

A: Attitude

H: Humor

A: Action

Attitudepositive attitude is a daily commitment

Humormakes others look forward to talking toyou

Actionor nothing happens



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Reasons for Attitude Failure

Watching / reading the news every day Saying youve had a bad day, all day

Saying your job is a drag

Getting angry for an hour or more Talking to negative people

Blaming others

Telling others when something goes wrong

Bringing personal problems to work



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Personal Inventory - ATTITUDE1. Ive 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, and I love to win.

10. I can accept rejection with a positive attitude.

11. I can handle the details.

12. I am loyal.

13. I am enthusiastic.

14. I am observant and perceptive.

15. I am a good listener.

16. I am a skillful communicator.

17. I am a hard worker.

18. I want to be financially secure.

19. I am persistent. Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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How the Customer Wants to be Treated

Just give me the factsno long spiel.

Tell me the truth; dont use the word honestly.

Give me a good reason why this product is perfect for me.

Show me proofstats, testimonials, etc.

Tell me about someone in a similar situation as me.

Tell me and show me the price is fair.

Show me the best way to pay.

Reinforce my choice, make me feel confident.

Dont argue with me, even if Im wrong.

Dont confuse me. The more complicated, the less likely I am tobuy.

Dont tell me negative things about anything.

Dont talk down to me.

Listen to me when I talk.

Make me feel special and make me laugh.

Take an interest in what I do, be sincere.

Dont use time-worn sales techniques. Be a friend.Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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The Elusive Hot Button

Ask questions about status and situationwherehe vacationed, where his kid goes to college, howbusiness is performing.

Ask questions about issues of pridebiggestsuccess, biggest goal.

Ask questions about personal interestshobbies,free time, sports.

Ask what hed do if he didnt have to work.

Ask goal-related questionscareer, company, etc.

Look at everything in the office for somethingoutstanding. Awards, pictures, etc.



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Listening for the Hot Button

Listen to the 1stthing said or alluded toits

foremost in his mind.

Listen for the tone of 1stresponsesdepicts urgency

or importance.

Listen for immediate, emphatic responses. Knee-jerkreactions are hot subjects.

Listen for a long, drawn-out explanation or storyif

told in detail, its hot.

Listen to repeated statementsrepetition indicates

its at the front of the mind.

Look for emotional responses.Prepared by Colin Post - see my blog at

www.expat-chronicles.com


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Push the Hot Button Ask questions about importance or

significanceHow will that impact you?

Ask questions about the area you think is hottake notes on what has generated heat.

Ask questions in a subtle wayoffer solutionsfor the hot button.

Dont be afraid to bring up the hot button

throughout the presentation. Use If I (offer solution) , would you (commit

/ buy) ? hit the hot button with solution.



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Hot Button Caution

The hot button is sometimes a very sensitive

issue.

The hot button is elusivethe hot button, as

a bridge to the sale, is a prize you can win if

you listen with care.

The hot button is an elevatorit goes all the

way to the top floor (the sale) only if you pushthe button.



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People dont like to be sold but

they love to buy.

The old business adage: All things

being equal, people want to dobusiness with their friends. And all

things NOT being so equal, people

STILL want to do business with theirfriends.



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Ideas to boost business from current customers:

Sell them something newimmersions.

Sell them an upgrade or enhancement.

Sell them more of the same in a differentplace.

Sell them additional products and services.

Get your customers to meet you for lunch. Get them to give you one referral a month.

Give them one referral a month.

Your best new prospects are your present customers.



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Easiest way to sell: Top-Down Selling

1. Get ready for your one shot: Have a written game plan

Be totally prepared w/ pitch, concept, samples

Identify leader by name and get as much info as possible

2. Use the right tactics:

Ask for help, get secretarys name and use it Polite but firm, professional, and persistent

Get all personal info possible

3. When you get him on the phone, shoot quickly: Have your opening line ready and get to the point

Make it COMPELLING, ask for no more than 5 minutes

Have five (5) comebacks ready if youre rebuffed4. Make your 5-minute meeting the best ever:

Have a proposal in writing ready

Have notes on everything you want to cover

Have a list of anticipated questions and answers

Have samples and something to demonstrate

Have credibility builders

4-Step Plan to contact and score a CEO appointment



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If you can get the prospect to laugh,

you can get him to buy.

Humor is one of the most important

communication strengths needed to master inthe selling process.

Nothing builds rapport faster than humor.

When youre on sales calls and prospects tell you no, start thanking them. Tell them

that by saying no, theyre helping you get one step closer to yes. Tell them how much

you appreciate it. Tell them it takes you five nos to get one yes and you still need

three more nos. Ask them if they know anyone else who might not be interested, so

that you can get the three more nos before someone says yes.



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The WOW Factor

The WOW factor is what separates

you from everyone.

If you dont WOW em, its likely

you wont sell em.



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10 Components of WOW

1. Be totally persistentNo is a challenge2. Be totally knowledgeable about prospect

3. Be totally preparedpresentation, tools, etc.

4. Be 10 minutes early

5. Be totally professionalclothing, cards, etc.

6. Get to the point quickly5 minutes, then listen

7. Totally separate yourself from the competition

8. Be totally confident in speaking and acting9. Dont be afraid to use sales tactics get tie-downs,

approvals, commitments, next steps.

10. Be WOW yourselfpositive, polished, enthusiastic.Prepared by Colin Post - see my blog at



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Separate Yourself / Be Memorable

How memorable are you?

Do something that says, I took the time to get to

know you AND Im acknowledging my

appreciation for your business.

Spend money on business cards, differentiate

them.

No Gmail email addresses. Invest in a website.



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3-Stage Question Set-Up

1. Make an inarguable factual statement.

2. Make a personal observation that reflectsyour experience and establishes credibility.

3. Ask an open-ended question that

incorporates the 1st

two stages.

Example: (1) You know, Mr. Jones, sales staffs rarely meet the salesgoals and quotas set for them by their boss or manager. (2) Myexperience has shown me that when there is a lack of training

there is often poor staff attitude and an absence of goal-settingand goal-achievement skills. Interestingly the staff tends to blametheir inability to sell on other things and other people rather thantake the responsibility themselves. (Now, and only now, is it timeto drop the question): (3) How are you ensuring that your sales

reps meet their goals and maintain a positive attitude?Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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Power Question Lead-Ins 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 ?

What would you change about ? NOT What dontyou like about ?

Are there other factors ?

What does your competitor do about ?

How do your customers react to ?

Make list of 1525

questions thatuncover needs.

Then make a list of

1525 more

questions that

create prospect

commitment.



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Power Statements Power statements make your product or

service outstanding, credible, understandable,and buyable.

Power statements:

Are nontraditional Use an energetic group of words

Persuade and motivate to ACT

Relates product in terms of benefits to prospect

Give a reason to buy

Are memorable opening lines

Generate interest and get appointments

Create Power Statements for your brand. See examples on pages 9092Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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30-second Personal Commercial

States who you are

States who your company is

Creatively tells what you do Asks one or a series of Power Questions

Makes a Power Statement that shows how

you help others Ends with why the prospect should act now



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Personal Commercial Delivery Rules

1. Be brief and to the point: 3060 sec.

2. Be rememberedstay in the prospects mind.

3. Be preparedrehearsed, practiced and polished.

4. Have Power Questions and Statements ready.

5. Get needed info by probing first.6. Show how you solve problems in customers terms.

7. Pin the prospect down to the next action.

8. Have fun and move on.

IMPORTANT: Dont say any words that arent integral toyour commercial, or not in customers terms.



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On Cold-Calling

Do they listen to your pitch with a friendly ear,

or pitch you out on your rear?

Are you a sales professional or a professional

visitor?

If you cant open, you cant close.



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Getting the Decision Maker

The key to getting the decision-maker in cold callsis to make an indirectand nonassertive requestfor information only.

Ask double-confirming questions, So youre the

person who decides on computers? Be gentle but persistent until you get the name.

Hi, my name is *1stname only] and I waswondering if you could help me. [Everyone wantsto help.] I want to leave some information about[my product/service]. Who decides on that typeof thing?



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Opening is as Important as Closing

Your delivery, sincerity, and creativity set the tone

for the rest of the conversation.

The faster you get to the point, the better.

Opening lines on a face-to-face cold call:

Can you help me?

by far the most effective way to begin a conversation

Id like to leave (or mail) a brochure about (type of

product/service). Who should I leave it for? Id like to leave some information for the person who

decides about (product/service). Who would that be?

bit more pushy, but actually seems to work better



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The Cold Call is fun if you think it is

1. Be exceptionally well-prepared.

2. Dont apologize for anything never say Imsorry to interrupt

3. How you deliver your 1stline determines yoursuccess.

4. Dont pay attention to reluctance or fear.

5. Not everyone you call is a sale. Be prepared forrejection.

6. Learn from those who tell you nofind outwhat caused them to not be interested.

7. Practice, practice, practice.

8. HAVE FUN!



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Power Questions (again)

Power Questions:

Make the prospect think.

Let the prospect know you understand his or her

business.

Make a prospect answer in a way that reveals info

that leads to qualification, appointment, or sale.

Are OPEN-ENDED questions.



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Power Statements (again)

Power Statements:

Make a prospect think.

Build your credibility.

Are nontraditional (non-boring) statements that

describe what you do and how you do it.

State what you do in terms of what your prospect

needs. Is MEMORABLE.



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Cold-Calling Guidelines Opening lines / impressions are important: be smooth and

sincere.

After the opener, make the prospect think with PowerQuestions & Statements.

Get to the point FAST.

If asked for a price, give it immediately.

Determine needs. Be prepared for resistance.

Theyll buy to solve a business problem or satisfy a need.

Focus on negative preventionget them to share

dissatisfactions & discontent. Gain buyer confidence: testimonials, references, etc.

Attitude, humor, action, and persistence will whip fears.

Set goals: calls / day, appointments / day, etc.

Visualize it happening; seeing is believing.Prepared by Colin Post - see my blog at



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E bli hi B C fid


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Establishing Buyer Confidence Be completely prepared.

Involve prospects early in presentation.

Have something in writing.

Tell a story of how you helped another customer.

Use a referral source if possible.

Drop names of larger customers or the buyerscompetitors. (be careful w/ this though)

Have a printed list of satisfied customers.

Have a notebook of testimonials.

Dont bombard the prospect.

Emphasize service after the sale.

Emphasize long-term relationships.

Sell to help, not for commissions.

Ask the right questions.Prepared by Colin Post - see my blog at


l


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Group Sales

Dramatically different than one-on-one

Introduce yourself to everyone and learn their names. Get info about the group in advance.

Find the power person, and the problem person.

Uncover all objections by asking questions early.

Anticipate objections and answer them inpresentation.

Get interaction early, and get someone in favor to talkearly and often.

Address numbers for analytical types.

Win the group emotionally.

Give good handouts that are clear, concise, and clean.



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Top 10 Stalls / White Lies / Untrue Objections

1. I want to think about it.

2. Weve spent our budget.3. I have to talk it over with [fill in blank].

4. I need to sleep on it.

5. I never purchase on impulse / I need to let it sinkin.

6. Im not ready to buy yet.

7. Get back to me in [enter #] days, months, etc.

Well be ready then.8. Quality is not important to me.

9. Business is slow right now.

10.Our ad agency handles that.Prepared by Colin Post - see my blog atwww.expat-chronicles.com

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Real Objections Doesnt have the money or is too cheap.

Cant get credit. Cant decide on his / her own.

Doesnt have authority to spend over budget.

Thinks or knows he can get a better deal elsewhere.

Has something else in mind but wont tell you.

Has a friend, connection, etc. in the business.

Doesnt want to change vendors.

Wants to shop around.

Too busy with other more important things.

Doesnt need (or thinks he doesnt need) your product now. Thinks (or knows) your price is too high.

Doesnt like or have confidence in your product.

Doesnt like, trust or have confidence in you our your

company. Prepared by Colin Post - see my blog atwww.expat-chronicles.com

Qualifying Objections is just as


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Qualifying Objections is just as

important as Overcoming them

1. Listen carefully to objection and determine if itsa stall.

2. Qualify it as the only true objectionquestionit.

3. Confirm it againIf not for __, youd buy?4. Qualify objection to set up close: So if I can

[satisfy objection somehow], would that makeme a candidate?

5. Answer objection so it completely resolvesissue.

6. Ask a closing question, or assume it.

7. Confirm answer and sale.Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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Objection Prevention

Identify all possible objections and write themdown.

Script responses with closing questions.

Develop sales tools to support responses. Rehearse scripts in role-play, and tweak scripts.

Try them on customers.

Make final revisions and document in master file. Meet regularly as a group to discuss revisions.



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Overcoming We spent our budget. Only a real objection about half the time.

Sometimes you can find another budget category orhave a higher boss make an exception.

Key is to qualify objection by:

Offering deferred payment options

Ask to modify budget to include product that solvesprospects problem

Ask to set up a meeting with the authority to exceedbudget.

If budget wasnt used, would you buy? When is thenext budget meeting? What type of proposal shouldI submit? Date due? Sample proposal? Letter ofendorsement?

Key is to qualify that the prospect wants your product.Prepared by Colin Post - see my blog atwww.expat-chronicles.com


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Overcoming I need to check other suppliers

Probably not the true objection

Your objective is to position prospect in a way tobuy today OR state the true objection

Can you tell me what youll be comparing?

Have competition details prepared (anticipatedobjections w/ materials)

Or do comparison on your time

Tell prospect youll file a written comparison, and

whoever wins, wins. Do you want to go ahead and sign up now or wait until

the comparison is over?


Overcoming The price is too high


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Overcoming The price is too high. You must determine what prospect really means:

I cant afford it.

I can buy it cheaper elsewhere. I dont want to buy from you or your company.

Im not convinced.

Prove affordability: price is less than what youll loseon current course

Challenge: What can you afford? Get a feel for the difference: By how much is it too

high?

Talk about value and tomorrow: pennies per day over

lifetime value.

* If price is true objection, you must creatively find wayto change terms, offer discount, offer credit, compareprice to cost, etc.



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Overcoming Im satisfied with present source.

Realize theyre saying the present source is

the best theyve been able to find.

1. Find out how relationship began.

2. Ask 2 open-ended questions:

What do you like most about current vendor?

What would you change if you could?

3. Stress your own long-term relationships and

willingness to slowly prove yourperformance.

4. Go for a sample or trial order.



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Overcoming I need home office approval.

This is a lie more than half of the time its

used.

Ask pointed questions about approval process

How long? Does 1 person decide, or committee?

Challenge the prospect: Can I contact decisionmaker? That way I can answer any questions.

If you dont believe, go back to questioning to

reveal true objection. If you didnt need approval, would you buy?

Prevent this objection by qualifying the buyer.



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Overcoming I have to talk this over w/

Realize you didnt QUALIFY the BUYER!

Four action steps for this objection:

1. Get prospects personal approval.

Price OK? Service OK? Product OK? Im OK?

You want the product/service?

2. Get on the prospects team.

What do WE have to do? When can WE meet them?

Tell me about the other(s).3. Arrange a meeting with all decision-makers.

4. Make entire presentation again.



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Overcoming Call me back in 6 months.

This is ALWAYS a stall because: You havent established rapport, buyer confidence, need,

value, trust, desire, or urgency to buy today.

The real reason may be the prospect: Isnt the true decider

Doesnt have the money Doesnt like you, your company, or your product

Thinks your price is too high

Has a friend in the business to buy from

Ask the prospect: What will be different in 6 months?

Why do you want me to come back in 6 months?

Whats preventing you from taking action today?

ARE YOU REALLY SAYING NO?Prepared by Colin Post - see my blog at



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Call me back in 6 months, contd.

Do you see yourself buying in 6 months? How will the decision be made?

Could you purchase now and pay in 6

months? Show value earned back over 6 months.

Show delay will cost more than paying now.

Ask if hes looked at the cost of delay.

* The stall is due to your not having uncoveredthe true desire, need, or objection.

Prepared by Colin Post - see my blog at



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Signals the Prospect is Ready to Buy Questions about availability, time, or delivery

Questions about rates, price, affordability, or any questionsabout money

Positive questions about your business or company

Wanting something repeated

Statements about problems with previous vendors

Questions about features and options, or quality

Questions about guarantee or warranty

Questions about qualifications

Specific product/service questions

Questions to confirm unstated decisions, seeking support

Wanting to see a sample or demo again

Asking about satisfied customers or references

Buying noises: I didnt know that, Oh really?, etc.Prepared by Colin Post - see my blog at



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Recognizing buying signals iscritical to your success as a

salesperson. You will go pastthe sale if you fail to recognize

them.




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Avoid 2 Words: Yes and No

When a prospect asks a question, it is often a

buying signal. Your sales skills are called upon in

how you respond.

Use the prospects question to confirm the sale with a

follow-up question: Do you have this model?Is this the model you want?

Are these in stock?Do you need immediate delivery?

Or answer directly while posing a closing question

immediately: Do you have references?Heres the list. If our references

are satisfactory, when would we be able to get our first

assignment?Prepared by Colin Post - see my blog at



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How to ask a closing question

Closing= asking a question, the answer to which

confirms the sale.

Formulate your closing question in a way that

responds to the prospects main need or

desire.

Let the buyer decide, but dont give noas

one of the choices.

Ask for the sale in a sincere, friendly manner.

Dont push or use high pressure.

After asking a closing question, SHUT UP!Prepared by Colin Post - see my blog at


l f l


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Examples of Closing Questions

Would you like these T-shirts in light or darkcolors?

How many shirts do you want in the darker coloryou said you liked?

Would you like delivery before or after the first ofnext month?

When did you want these delivered?

Are you paying by check or credit card?

* Self-confidence is important. The buyer will buy ifyou believe he will.




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Persistence

Persistence, with the right attitude, is the keyto success.

If you believe in your product, and in yourself,

then you march to success.

Only you can stop you.

Your persistence must be as relentless as the

tides.



N f ll t ? N l !


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No follow-up system? No sale! 98% of sales are not made on the 1stcall, so you

must have an organized method of following up ifyou want to make the sale. Your options:1. ACT Databaseall the bells and whistles

2. PDA

3. Card scannerwell worth the money over card file4. 3x5 or 5x8 card filegood if many follow-ups areneeded

5. Day-Timer / plannermust be used in conjunctionwith something else

6. Yellow padnot a good system.7. Scraps of paperguaranteed to lose sales and your

career.



Vital Sales Tools in Follow Up


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Vital Sales Tools in Follow-Up

Personal note w/ company name and logo

Testimonialsyoure not more persuasive than 3rd

partyendorsements

Mutual friend endorsementincredibly powerful

Support articlesbetter if about prospects business, best if aboutpersonal interests

Video supporting product/service

Meeting at networking events

Invitation to facility

Lunch invitation

After-work meetings

Tickets: sports, concerts, etc. (Dont give them away, go with!) Letters and faxes

Telephone calls

Sales tools build sales if you use themPrepared by Colin Post - see my blog at


Most sales made after the 7th NO


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Most sales made after the 7 NO You better have what it takes to persevere through the

follow-up process for 510 exposures and not quit (ortake a job with a salary).

Follow-up guidelines: Know prospects hot buttons

Present new information relative to the sale

Be creative in your style and presentation manner Be sincere in your desire to help, money comes second

Be direct in communication; beating around the bush isannoying

Be friendly; people like to buy from friends

Use humor. If you can make him laugh, you can make himbuy.

When in doubt, sell benefits

Dont be afraid to ask for the sale. Often.Prepared by Colin Post - see my blog at


Commit Yourself!


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Commit Yourself! Maintain a positive attitude.

Set goals and commit to achieving them. Dedicate yourself to master the science of selling.

Design a networking plan and implement it.

Be a leader.

Get involved in your community. Know your prospect and your prospects business

before you make the sales call.

Be memorable in all you do.

Help others. Stay focused and look for opportunity.

Establish long-term relationships with everyone.

Have fun!Prepared by Colin Post - see my blog at


Listening Lessons


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Listening Lessons 2 biggest impediments to listening are:

You have an opinion before you begin listening

You have made up your mind before you begin listening, or before youhear the full story

2 important rules of listening, in this order: First, listen with the intent to understand

Second, listen with the intent to respond

Think about the way you listen right now: Are you doing something else when someone is speaking?

Do you have your mind on something else when someone is speaking?

So you fake listening so you can get in your comments?

Are you waiting for a pause to get in your response, because youalready know the answer?

At some point you stop listening. When does that occur?

After you have formulated your response

After you have been turned off by the speaker

When you decide to interrupt someone to say something

When the person speaking isnt saying anything you want to hearPrepared by Colin Post - see my blog at


Guidelines for Effective Listening


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Guidelines for Effective Listening

Dont interrupt.

Ask questions. Concentrate on answers, not thoughts. Listen without prejudging.

Use eye contact and listening noises.

Dont jump to the answer before you hear the ENTIRE situation.

Listen for purpose, details, and conclusions.

Active listening involves interpreting. Interpret quietly or takenotes.

Listen also to what is not said. Implied is often more important thanspoken. HINT: tone.

Think between sentences and during quiet times.

Digest what is said (and not said) before engaging your mouth. Ask questions to be sure you understood what was said or meant.

Ask questions to be sure the speaker said all he or she wanted tosay.

Demonstrate youre listening by taking action.Prepared by Colin Post - see my blog at


Content not Covered


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Content not Covered Ive left out a lot of good stuff from the book. However,

that stuff is definitely worth reading. Missing from thispresentation include:

The Book of Lamentations (behaviors to avoid)

The Book of Competition (how to deal with)

The Book of Customer Service (and its great value to sales)

The Book of Communications

The Book of Exhibitions (best practices for trade shows)

The Book of Networking

The Book of Leadership / Rules

The Book of Trends

The Book of Prophets

The Book of Exodus

Date post:	03-Jun-2018
Category:	Documents
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thesalesbible-100215235046-phpapp01

Documents