The Sales Bible Quotes

“Rules are in every company for everyone to follow. Eh, except salespeople." -- Jeffrey Gitomer”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“The referral is the easiest prospect in the world to sell. Ask any professional who hates selling (accountants, architects, lawyers) -- they'll tell you that 100% of their new business comes from referrals. That's because they're not capable of making sales calls and rely on the fall-in-your-lap method of selling.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won't be immediate, but it's inevitable.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“ON A COLD CALL: Be brief. You must generate interest in about 30 seconds or less, or forget it. Make a strong statement about how you can help the prospect. Don't focus on how much money you can save them. That approach seems to be wearing thin. Talk about what you do for companies like hers, or how your product has worked for others.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“You were raised to think in patterns set by others. To be as successful as you want to be, it may take getting out of those traditional patterns. Most people don't get out of their comfort zone. Most people don't attain the level of success they set out to achieve. I wonder if there's any correlation between those two statements?”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Here are the real objections... Doesn't have the money. Has the money, but is too damn cheap to spend it. Can't get the credit needed. Can't decide on his or her own. Doesn't have authority to spend over budget, or without someone else's financial approval. Thinks (or knows) he can get a better deal elsewhere. Has something else in mind, but won't tell you. Has a friend, connection, or satisfactory relationship in the business. Does not want to change vendors. Wants to shop around. Too busy with other more important things at this time. Doesn't need (or thinks he doesn't need) your product now. Thinks (or knows) your price is too high. Doesn't like or have confidence in your product. Doesn't like, trust, or have confidence in your company. Doesn't like, trust, or have confidence in you.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Your competition's sales slide presentation is equally pathetic. Here is the secret solution: Convert the time you're currently wasting watching television re-runs in the evening and develop your own PowerPoint presentation that is 100% in terms of the customer's needs and desires, one that engages the prospective customer by asking questions and promoting dialogue, one that uses a little humor to keep the sales presentation alive, and one that supports every fact and claim with testimonials.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“In 1960, I met a college basketball coach on the court and asked him for his best, niftiest pointer. He took the ball, walked under the basket, and shot an easy lay-up. "See that shot?" he said gruffly. "Ninety-nine percent of all basketball games are won with that shot. Don't miss it." And he walked away. I felt cheated that day, but 20 years later, I realized it was the best sales lesson I ever got. Concentrate on the fundamentals; ninety-nine percent of all sales are achieved that way.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“For example, instead of saying "The guy didn't' return my call," maybe you should say, "If I'd left a more creative voicemail, maybe the guy would have called me back," or "If my voicemail had value and purpose, maybe the guy would have called me back." The reversal of blame toward others is not to blame yourself. Rather, it's to take responsibility for what happened, and create a lesson from it so that blame becomes responsibility, becomes an idea or a new strategy, and ultimately becomes a sale.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Sales solutions are easy once you identify the prospect's problems, concerns, and needs...with questions.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“I understand fine. People are afraid to risk what they have in order to go for what they really want. The worst part of not risking is lamenting. Lamenting that you didn't try it, that you didn't go for it, or that you should have done it.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“There are mountains written about closing and overcoming objections. Read every book. Listen to every CD. They all contain ways to overcome objections. And most have usable ideas. Your job is to apply those ideas to your style and personality. And the ultimate goal is to make sales in a way that you never have to use them -- by establishing relationships and friendships. Sometimes you're precluded from the relationship or friendship, and the ideas are all that's left. That's why you need to know them all.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“My experience has shown me that if you have to say what you are, you probably aren't. Think about that for a moment. "I'm honest," "I'm ethical," even "I'm the boss," or "I'm in charge," usually indicates just the opposite. Doesn't it?”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Not once have I mentioned price as a credibility factor. Because it's not. Being the least expensive won't get you anywhere if the prospect has no confidence to buy.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Let's say you're out with a customer networking at her trade association meeting and she introduces you to a prospect. The prospect says, "What do you do?" If you're in the temporary staffing industry and you say, "I'm in the temporary staffing industry," you should be fired. Your reply should be, "I provide quality emergency and temporary employees to businesses like yours so that when one of your employees is sick, absent, or on vacation, there is no loss of productivity or reduction of service to your customers." Deliver a line like that, and the person you're speaking with can't help but be impressed.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Most salespeople think that unless they are calling a customer to sell something, it's a wasted call. Nothing could be farther from the truth.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Asking "what will it take to get your business?" THE worst question in sales. Will ALWAYS lead to lies, lower price points, and a loss of respect from buyer to salesman. Flawless: "I'd like a brief opportunity to share with you why some of my customers bought from me because I'm NOT the lowest price.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Don't down the competition. If you have nothing nice to say, say nothing. This is a tempting rule to break. The sirens are sweetly singing. Set yourself apart with preparation and creativity -- don't slam them.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource

“Be on time for the appointment. Lateness says, "I don't respect your time." There is no excuse for lateness. If it can't be avoided, call before the appointed time, apologize, and continue with the sale.”
― Jeffrey Gitomer, The Sales Bible: The Ultimate Sales Resource