I have finished reading the book I was telling you about a few days ago...the post on unfinished projects. But I am not really finished with the book and you will not be finished with it either if you take Jeffrey Gitomer seriously. In his own words at the end of the book. Gitomer says, "This is not a book to be read, this is a book to be studied. This is a book to be implemented. This is a book to be talked about. This is a book to be put into your sales life. There's too much content in here for you to read it once and put it away and say 'good read'." And, you know what? He is exactly right.
The 12.5 principles are gone through in a more or less methodical manner. Some of the quotes are worthy of every whiteboard in every sales office in America. For instance, "When you say it about yourself, it's bragging. When someone else says it about you, it's proof." Isn't that true about every referral that comes your way? And don't you wish there were more of them? By treating every referral with the respect and belief that that referral believes about you from start to finish, then you are on your way to getting more proof.
Just examine some of the 12.5 Red principles of sales greatness that the author promotes. "Prepare to win, or lose to someone who is." "It's NOT work, it's NETwork." "If you can make them laugh, then you can make them buy!" "Reduce their risk and you'll convert selling to buying." "Antennas up!" And my personal favorite..."Resign your position as general manager of the universe." I think if you will invest in yourself and decide that reading a good sales book once a month [at least] will help your career, that a good place to start is to get Gitomer's The Little RED Book of Selling.