This will take you back to basics and give you a great sense of what it means to be a sales professional...
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The book is a one-stop-shop for helping you close deals or move them out of your pipeline gracefully. When I was first getting into sales there were a few things that made me anxious, and being able to ask for the sale was one of them...
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Cold calling is an act of prospecting but I believe it needed a special place on this list all on its own... it's THAT important. The skills you'll pickup from this can be translated across any form of communication you decide to use to reach out to people.
The thing I loved about this book was the clear message: Your intentions count for everything when engaging with potential clients. Just like Gitomer talks about in his literature - if you’re just out for a commission you’re not going to get very far.
Whereas the Perfect Close helps you to address the 'what happens if they say no at the end of a buying journey', Jeb's book goes deeper into all types of objections, the psychology behind them, as well as the frameworks you can use to tackle them
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