The Sales Bible - Jeffrey Gitomer

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Jeffrey Gitomer THE SALES BIBLE 37 “It’ll never happen.” Where did this book come from As with most sales, it started when I got turned down. An article published about me and my sales skills in The Charlotte Observer in the spring of 1992 made my phone ring off the hook. I went running back to the paper to offer my services. “I want to write a weekly article on sales,” I trumpeted. Not only did they turn me down, they said, “It’ll never happen.” I said, “No, it’ll never happen here.” That same morning – one hour later – I struck a deal with the Charlotte Business Journal to publish a weekly column on selling skills. I called it Sales Moves. Next time someone tells you “never,” remember that means “not for at least one hour.” My name is Jeffrey Gitomer and I’m a salesman. I don’t have a Ph.D. I’m a college dropout. I don’t live in an ivory tower. I live in Charlotte, North Carolina. I learned to sell in New Jersey and New York, where I grew up. I was in multilevel marketing when it was called pyramiding. I have cold called every office in downtown Charlotte, and I’ve cold called Fortune 500 company presidents and made the sale. I’ve made $1 sales and I’ve made $1,000,000 sales. I’m a salesman who has been on the street for almost 30 years. Sometimes face up, sometimes face down. I love to sell. Sales Moves first appeared in Charlotte’s business journal on March 23, 1992. The column was an instant success. It soon found its way to Dallas, Atlanta, Denver, Princeton, and a number of other cities. Mark Ethridge, publisher of the Charlotte Business Journal, Pulitzer Prize- Winning journalist, and my good friend and supporter, said that publishing Sales Moves was his most impactful marketing decision of 1992. WOW!
38 THE SALES BIBLE Jeffrey Gitomer People began to call, and still do every day, from all over the country. Papers wanting to publish the column. Readers thanking me for helping them make sales. I found out that salespeople were hanging my weekly article on the wall in their offices. They were copying the column and passing it around. They were mailing it to friends and co-workers in other cities. They were using the column to lead sales meetings. My daughter, Stacey, bought a car in Charlotte. Everyone in the dealership reads my article. When she got to the closing room (alone), they said, “We’re giving you the best deal of the year because we don’t want your dad to write anything bad about us.” The first day I wrote an article, I knew I would write a book. It was a natural progression. My good friend and mentor, Ty Boyd, suggested the same thing. Encouragement means a lot to a salesman. I’m grateful for his; I’m grateful for yours. The material I use is mine. I’m drawing on my 40 years in selling experience, 16 of which have been in consulting. I’ve listened to thousands of hours of records, tapes, and CDs. I’ve read everything I could find. I’ve attended every seminar that time would permit. My mission is to learn as I teach. I seek to learn something new every day. I’ll continue to write my weekly column to provide you with info that you can use to make more sales out there in the trenches. Today. I know what you’re up against. I know how hard you work. I know how frustrating it can be. I will help you. I began the construction of the first edition of this book in August 1993. After countless late hours in the office, a week at Beech Mountain, NC, and a week at Hilton Head Island, SC, with my Macintosh, my ace critic, editor, and friend, Rod Smith, and my cat, Lito, I was done. I thought it would be a snap. 700 man-hours later – snap. Here’s The NEW Sales Bible, edited by my partner and alter ego, Jessica McDougall. It has plenty of what’s new and keeps the tradition intact. Thank you for being my customer. I hope this book makes you as much money as it will me.
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The Sales Bible - Jeffrey Gitomer

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