By Jeffrey Gitomer (2005) Part 1
This book is very easy to read with cartoons and straight forward language to bring across numerous ideas.
What’s the best way to make a sale?
1. The best way to make a sale is to become friendly before you start.
2. The best way to make a sale is to find some common ground before you begin the selling process.
3. The best way to make a sale is to ask intelligent questions that draw out both needs and motives.
4. The best way to make a sale is to relax throughout the sales conversation.
5. The best way to make a sale is to ask for a date of beginning, or some type of commitment to move forward after you are certain you have removed all the risks, and all the barriers, from your prospect’s buying process.
6. The best way to make a sale is to create an atmosphere where the other guy wants to buy.
What I learnt from this book :
Part 1 Personal Improvement that Leads to Personal Growth
1. Work Hard.
2. You need to write down your goal : which is a dream with a plan and a deadline.
3. How do I do my best every day?
- Wake up early.
- Love what you do.
- Dedicate yourself to being a life-long student.
- Convert anger to resolve.
- Convert barrier to breakthrough.
- Take every “no” as “not yet”
- Watch little or no television
- Read for 20 minutes every morning.
- Write for 20 minutes every morning
- Call people you love -and tell them you love them.
- Tell yourself you’re the best.
4. How can I improve my humor?
Don’t just go laugh, go to learn. The easiest way to improve your humor is to “think funny” first. If you have humor at the top of your mind – it’ll become a habit that leads to smiles, and those smiles are contagious.
5. Read books such as Michalko’s Thinkertoys and Edward de Bono’s Six thinking hats to be more creative.
6. Writing is a key differentiator. It is the credibility you need to create buyer’s confidence.
Here are a few guidelines to improve writing :
1. Read good writers.
2. Practice every day.
3. Edit a day later.
4. Establish a structure.
5. Find your “voice”
6. Understand that factual, listed content is powerful.
7. Adverbs, prepositional phrases, and “est” are out.
8. Use the right tone. Mine is straight forward, succinct.
9. Use the power of authority in pronouns : first person singular, second person and third person.
10. Use writer’s privilege : writing in vernacular, not grammar. Use incorrect syntax like “ain’t” and “gonna” for emphasis.
11. Research vs knowledge. Proof vs opinion.
I use knowledge and opinion.
12. Use graphic and alliterative word choices like “vomit” and “puke”.
13. Keep paragraphs short.
13. Grab me at the beginning. Start with a question or short statement.
14. Give me meat in the middle. All meat.
15. Make me smile, think or act at the end. End with impact.