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Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling: Proven Actions You Must Take to Make Easier, Faster, Bigger Sales....Now and Forever Hardcover – September 2, 2013
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About the Author
Jeffrey Gitomer is the world’s top sales trainer and a bestselling author. His books, which include the classics The Little Red Book of Selling and The Sales Bible, have sold more than 4 million copies. He conducts public and corporate seminars, publishes a weekly e-zine with a subscription base of more than 300,000, and writes a regular column for business journals around the county. Jeffrey lives in Charlotte, North Carolina.
ISBNs and titles of author's previous books: The Little Red Book of Selling 978-1885167606; The Sales Bible 978-0061379406; The Little Black Book of Connections 978-1885167668
Top customer reviews
I was first introduced to Jeffrey at a speaker's event last October. His few minutes on the stage absolutely blew me away. Later, he held a table session. We were supposed to stop by for a few minutes and rotate through everyone doing the same. I was so glued to what he presented privately that I broke the rule and stayed at his table the entire hour (or maybe longer). I went home and not only applied that info to my business (which resulted in higher sales and customer retention) but bought nearly every single book he authored (along with his Ace of Sales system which has made my employees life productive).
This book presents those tidbits in great detail, and much more. After my first pass through it, I've identified a few things that need to be changed, pronto, and more techniques to implement.
What I really love about the book is that is not targeted to one specific sales profession. That means you have to read it and THINK about how you will implement the Laws in YOUR specific niche. This is more effective than someone simply giving you a script and telling you what to say and do.
If you thought you had to compete on price alone, you're dead wrong (and even if you are the cheapest, you will lose the sale to competitors using this knowledge). This book will show you how to create more perceived value so that price is no longer an obstacle.
Everything, from how to handle your prospecting funnels to the technicalities within your business (for example, your telephone system) that might be causing your customers to visit your competition is covered. The era of Robot Marketing -- drive customer to an ad and buy has gone the way of the dodo. Branding, Value, and Service are where it's at now, and you have the capability to do it cheaper than old-school methods and grow your business organically and have it go viral.
If you are in Network Marketing (my niche) you desperately need this book, especially the chapter on Finding Out Your Customers WHY. Again, the days of robotic script reading for prospecting are over.
I've got a five hour flight ahead of me in two days and taking this along for a second read along with a notepad...
Thanks again for a job extremely well-done.
Some of the highlights from his book:
1. One of Gitomer's laws of selling is that we must attract willing buyers. He says you'll win the sale 95% of the time when you receive an unsolicited call from a prospect. So how do you attract willing buyers? Gitomer notes that one of the best ways to get referrals is to give referrals.
2. One of the most interesting points from his book is that he says using humor to sell is an unbreakable law. He even recommends that salespeople study the great comedians to gain a better understanding of comedic timing.
3. Gitomer challenges us to be assertive, not aggressive or pushy. And he shows you how you can gain permission to follow up with a prospect rather than simply assuming you have permission.
It's an awesome book that's broken up into digestible chunks that make for faster reading. You get the feeling from reading it that Gitomer actually does all of the things he encourages us to do -- and that's why he's been so successful in sales.
The book is packed full of actionable ideas, almost too many. Jeffrey goes above and beyond by also providing the extras that you can claim on the website.
Bottom line, if you do not increase your sales, improve your business and happiness after reading this book, you don't belong in sales.