Hug Your Customers Summary

Hug Your Customers SummaryThe Proven Way to Personalize Sales and Achieve Astounding Results

Managing a company is a 24/7 work. Personalizing your products is critical for displaying immense capability of satisfying even the pickiest demands.

Hug Your Customers” put to the test all common strategies for increasing profits and serves many new methods on a silver plate that are seldom used.

About Jack Mitchell

Jack MitchellJack Mitchell is a motivator, consultant, a motivational speaker, and the author of several books.

“Hug Your Customers Summary”

Improving the relationship with your customers is not rocket science, but you should also not take anything for granted.

Mitchell states, “Only delighted customers are genuinely loyal.” Such statement emboldens the organizations and stores to prioritize the customers’ needs and put secondary the quality of the goods. Increasing sales is proportional to satisfaction and loyalty.

In reality, the employees constitute the main leading force in all endeavors, and their impact is far more important than any other factor. All marketing strategies will generate little value if the company lacks the expertise and vision to proceed.

If a firm is not fueled by a loyal base of customers, the potential long-term users would be on the fence – whether to use or skip the product your company is offering. Putting your customer as an entity at the top of the hierarchy forms a route paved with principles leading to enforcement of success-rules.

Hugging can be understood and used in various contexts. It can literally illustrate hugging or maintaining a positive vibe with the interlocutor. Get out of the box, and realize that activities such as sending a Christmas Card, or a small gift to your loyal group of customers can generate revenues.

Showing love and appreciation for being loyal to you is regarded as hugging. Caring about their preferences and requirements is the only ticket to prosperity. Rudeness from your employees mustn’t be tolerated, lack of manners can result in bad word-of-mouth marketing, regardless of the quality your products or services possess.

Business owners who adopt a stubborn and single-minded attitude quickly face a collapse. Not many potential customers will make the same mistake twice; especially if you fail to leave a great first impression. On the contrary, conducting with utmost propriety conveys a new message that will set in motion new lucrative laws.

  • Anticipate their reaction and define the “Wow! moment”
  • Be passionate about improving and enhancing the relationships with the customers.
  • Give “free” hugs and eclipse their expectations.  
  • Advocating for customer satisfaction is step one, go for full-loyalty.
  • Allow the customer to voice complaints and make their demands.
  • If you want to be the best, you must work with the best.
  • There are no mistakes, only lessons. There are hundreds of opportunities just waiting for the perfect moment.

Key Lessons from “Hug Your Customers

1.      Hire Positive and Goal-Oriented Individuals
2.      Technology must support hugs
3.      Increase your influence in the market

Hire Positive and Goal-Oriented Individuals

A bad working atmosphere can trigger lesser productivity and endanger the efficiency. The one responsible for human resources must take into account the attitude of the newcomers.

Don’t hire anyone, without thinking and testing their capacities.

Technology must support hugs

Unlike other unrelated sectors, if the cutting-edge equipment and machinery do not back your strategy that is concerned about creating a stable and satisfied base of end-users, you cannot expect to yield favorable results.

Increase your influence in the market

With the help of plenty hugging methods, you can begin thinking about taking control of the market.

In truth, such endeavors often end up in failure due to inadequate preparations. Don’t shy away from challenges and embark on a full-scale adventure.

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“Hug Your Customers” Quotes

Our vision is that anyone that becomes a customer of our stores enters an enduring relationship with us. He or she instantly becomes a friend. That's our motto, Once a customer, always a friend. Click To Tweet In some instances, we physically hug the customers - but we mainly metaphorically hug them by showering them with attention in a way that every business ought to but doesn't. Click To Tweet We know every item a customer has ever purchased and when they purchased it, going back years. We know their sizes, their brand preferences and their color preferences. Click To Tweet If a customer comes in and mentions she's in a bit of a rush because she had to fetch her dog at the vet, we'll say, 'Oh, sorry to hear that. Is Lucia okay?' We know the dog's name too. Click To Tweet It's not location, location, location - it's service, service, service. Click To Tweet

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Ziglar on Selling Summary

Ziglar on Selling SummaryThe Ultimate Handbook for the Complete Sales Professional

Even if your career doesn’t explode in a matter of years, don’t feel discouraged. Many sales superstars had humble beginnings, and that’s precisely what “Ziglar on Selling” clarifies.

About Zig Ziglar

Zig ZiglarZig Ziglar was a sales expert and the author of many bestsellers such as Secrets of Closing the Sale, Selling 101, See you At the Top, etc.

“Ziglar on Selling Summary”

Ziglar’s rule that every salesperson should follow is “Don’t Be Afraid of Rejection.” In 1947, he had his first sales encounter with an old lady. After he knocked on the door, Zig Ziglar wasn’t expecting a positive response, but that’s how it all started.

The Father of sales emphasizes several elements that constitute the road to success. In all of his books, Zig pinpoints the real value and underlines many misleading theories that are responsible for failures. For instance, in a race against time, salespeople take profits or closing in for sale – as the most vital aspect of doing business.

In reality, finding prospects, presenting your ideas and making good first impressions is essential and fundamental. Without well-defined target audience and IBP (ideal buying persona), not even the greatest salesman can cut ice.

Until you find the ideal customer, you can say goodbye to all strategies and ideas. Prospecting is the alpha and omega in sales, and every expert is aware of this reality. Think of it this way, absent prospects all the talks and deals mean absolutely nothing.

Reading the minds of the customers and giving the people a sense of freedom to decide what is right for them – is what makes a competent sales team. Successful salespersons are not persuaders nor influencers, they fall into “I love my job” category, and the profits come only as a result of such commitment and passion.

Are you reluctant to make the first step? Do you hesitate to pick up the phone? Such tendencies are normal for beginners, but it’s not something that you should build up your career on. Stay direct and confident, is it too hard to simply say “Do you like our goods”? You’ve got nothing to lose.

You should not feel guilty if at some point you also suffer from a call-reluctance “disease.” Just remember, such attitude will reduce not only your profits but your influence in the market as well. Overcome this weakness by staying true to what you believe in.

Good salespeople don’t want to scare people off. With this in mind, they’ve developed a routine to ask the right questions and anticipate the answers. Sometimes this inquiry is nothing but a decoy; testing the preferences of the prospect.  

Key Lessons from “Ziglar on Selling”

1.      Be flexible, don’t stick to one method
2.      Embrace objections and their meaning
3.      Develop into the right person for the job

Be flexible, don’t stick to one method

There are endless approaches that are equally effective when it comes to closing a sale. There are two particularly useful ones that you ought to take into consideration:

The Probability Close – is choosing the right question, after the presentation.

The Summary Close – After you presented the details of your product, simply go back to clarify the elements that your prospect expressed interest in.

Embrace objections and their meaning

Truly, no one wants to receive complaints and handle new, unnecessary paperwork due to unfulfilled promises.

However, look at it this way – objections indicate that someone is interested in your services.

Develop into the right person for the job

Your aura radiates the energy of your heart and being. Becoming a salesperson of high stature is a tricky business. In general, you must live up to the expectations of those requiring your services.

Clothing, behavior, family all of these aspects ignite or hinder your influence as an independent salesperson.

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“Ziglar on Selling” Quotes

You will get all you want in life if you help enough other people get what they want. Click To Tweet If extras are in the best interests of your clients, you certainly have a professional responsibility to offer them and encourage your prospects to act upon them. Click To Tweet Your role is to become an assistant buyer and help the prospects make the purchase – not to make them feel you have just sold them. Click To Tweet You are thinking prospecting all the time, and when you do, it’s amazing how potential buyers will pop up in the most unlikely places. Click To Tweet You can have everything in life you want if you will just help enough other people get what they want! Click To Tweet

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The Psychology of Selling Summary

The Psychology of Selling SummaryIncrease Your Sales Faster and Easier Than You Ever Thought Possible

The Psychology of Selling” is a guide, written to help beginners in sales to improve their communication and sales-skills for the purpose of influencing the potential customers.

About Brian Tracy

Brian TracyBrian Tracy is a sales expert, a motivational speaker and the author of several books such as Eat That Frog, Be a Sales Superstar, Goals!, No Excuses!, Change Your Thinking Change Your Life, etc.

“The Psychology of Selling Summary”

Salespeople know better than anyone that selling can become frustrating at times. Unfortunately, it’s one of the key elements in making profits and an unavoidable activity. The sales process tests your mind-capacities and broadness to accept rejection, without destroying your self-esteem.

Sales experts such as Brian Tracy advise that you should rise above the circumstances by utilizing several methods and techniques backed by psychology and personal experience.

The image you have for yourself affects the selling processes; the mindset can either boost or reduce the sales performance.

  • In sales, the Pareto 80/20 rule indicates that 80% of the money derives from 20% of the customers. In other words, “the top 20% of salespeople are making 80% of the gross-profits.”
  • Don’t hesitate and join the 20% just by implementing some modifications to enhance your performance.  
  • Logically, higher self-confidence is critical for making a difference.
  • People often are not sure of their needs and make purchases based on emotions and feelings.  

Just a small change can lead to mind-blowing results, regarding sales. Generating revenues depends not only on the actual performance but also on other external factors that you must take into account. Don’t worry; Brian has excellent news for you – the trick to becoming a great salesman is to grasp several sales-rules that are easy to follow:  

  • Identifying the needs, wants, and demands of the target audience.
  • Elicit requirements by defining a set of questions.
  • Learn how to make a good first impression.
  • Responding passionately and distinguish facts from opinion.
  • Using a wide range of methods for closing a sale and building long-term collaboration.
  • Try to get more referrals that will ultimately boost the sales.

What is keeping you in the dark when you are about to close a deal? There are two main mental issues: “fear of failure” and “fear of rejection.” Think of it this way, if you are afraid to fall off a bike, you’ll never learn how to ride it.

Rejection is an integral part of sales, in truth, it’s even unavoidable. The best way to deal with insecurity is to really go for it, enhance your self-esteem and don’t take anything too personally. At first, you may be a little scared, but ultimately, once you understand the core of selling; everything will seem so natural.

Key Lessons from “The Psychology of Selling

1.      The power of setting long and short-term objectives
2.      The perfect dress-code
3.      Test the prospects

The power of setting long and short-term objectives

How many times did you hear that without goals, we would be lost? In general, people don’t have interest in establishing monthly, weekly, daily reports about their progress.

Visualize, create a mental picture and underline the activities that are crucial for reaching those objectives.

The perfect dress-code

You think that customers are reasonable and their only concern is the product? – No, they are looking at everything, the seller, the company, the processes, the way you treat your employees and so forth.

They pay exclusive attention to the seller; make sure you blow their minds with fashionable clothing and caring attitude.

Test the prospects

Once you suck the customers in, give them a small portion of the actual product to see whether they will bite.

When you find the hot-spot, you can then enforce a full-scale presentation in hopes of getting them eager about your goods.

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“The Psychology of Selling” Quotes

Once you have programmed a goal into your subconscious mind, it takes on a power of its own. Click To Tweet Fear and self-doubt have always been the greatest enemies of human potential. Click To Tweet Rejection has nothing to do with you. Instead, it is like the rain or the sunshine. It just happens from day to day. Click To Tweet The prospect does not care what your product is. He only cares about what your product or service will do for him. Click To Tweet If you do what other successful people do, you will eventually get the same results that they do. Click To Tweet

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Selling 101 Summary

Selling 101 SummaryWhat Every Successful Sales Professional Needs to Know

In a world of almost no geographic barriers and free markets, differentiating is harder than ever.

In such regards, one must take into account every scenario and focus on the sales team to avoid bankruptcy and collapse.

About Zig Ziglar

Zig ZiglarZig Ziglar was a renowned sales expert and the author of several bestsellers including “Secrets of Closing a Sale”.

“Selling 101 Summary”

Zig Ziglar, unlike other experts, presents a walkthrough that any newcomer in sales can easily follow. “Selling 101” gives instructions that would turn you into an indispensable member of your organization. Finding clients, overcoming “call reluctance” is only a small portion of the package deal.

All examples are drawn from personal experiences and other stories that are suitable for the situation.

  • Without sales, profits can hardly increase and exist.
  • Successful salespeople are not on hold; they always look for a new challenge.
  • Don’t be shy to build new relationships. You can spread your influence by politely asking one of your partners to tell others about your goods.
  • Next, “call reluctance” is typical for beginners, but developing a routine to overcome this awkward feeling is critical.

Sales professionals must not take rejection too personally. If you’re inclined to believe that each of your calls will end up in revenues, you are living in an imaginary world. In general, fearing such offensive reaction will get you nowhere, you must prepare for all scenarios and adjust your strategy on a case-to-case basis.  

First and foremost, making a sale is out of the question, if you fail to find a prospect.  You don’t know what a prospect is?! – It’s a person or a target group that can convert your regular call into an income. Prominent salespeople are always on the lookout for such parties.

Before “going pro” all salespeople must become aware of how hard it is to make an impact and very good first impression via the phone. Moreover, around 85% of all sales professionals are reluctant or at least experience some feeling of hesitation before making the decisive call.

If you believe that sales are merely a result of luck, you will not improve. Designing a blueprint that is composed of a list of responses to any reaction in order to anticipate every possible outcome – is what distinguishes a professional from a rookie.

There are four steps for creating the perfect sales process that brings positive results.

“Need Analysis”

It’s only logical that people have a tendency of purchasing specifically outlined commodities that they require.

Need Awareness”

Once you understand the client’s necessities, it is critical that you explain the features of your product and how those are complementary to their needs.

“Need Solution”

Talking about your products or services is the next step. Offer a solution and don’t be afraid of being rejected.

Need Satisfaction

Get feedback and see whether your product truly has proven its worth.

Key Lessons from “Selling 101

1.      What does my target audience want?
2.      Understand their demands
3.      “No” for an answer

What does my target audience want?

Conducting a needs analysis can be done in many ways for you to elicit requirements. Burst the routine bubble and try to provoke an emotional reaction while supervising the investigations.

In reality, people are rarely guided by logic; emotions mostly drive their decision-making.

Understand their demands

After the comprehensive analysis, you can begin designing your strategy, right? No!

The game never ends, and if you don’t want to trail behind, you must continuously invest in understanding the behavior of your potential customers.

“No” for an answer

What to do if you cannot get out of the “no” zone?

Some sales experts including Zig Ziglar, declare that only after being rejected five times, you can delete that potential client from the list, not before.

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“Selling 101” Quotes

Personalize the benefits for the prospect. Click To Tweet Organization, discipline and commitment make for consistent high-volume production. Click To Tweet True selling professionals don’t talk about ethics; they live ethically. Click To Tweet I strongly encourage those in the world of selling to deal with a product or service they cannot help talking about! Click To Tweet To be the winner you are capable of becoming, you must plan to win; you must prepare to win, and then you have every right to expect to win. Click To Tweet

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Fanatical Prospecting Summary

Fanatical Prospecting SummaryThe Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Are you a salesperson who wants to learn how to finally reach peak performance?

Then, this is the book for you.

About Jeb Blount

Jeb BlountJeb Blount is an author and a sales acceleration specialist who helps companies improve their sales results.

“Fanatical Prospecting Summary”

Many sales “experts” believe that the days of prospecting are over.

However, they are wrong.

Prospecting has not lost its importance in sales. Many salespeople do not reach the wanted results because they do not prospect.

And vice versa – the top sales performers are successful because they are prospectors who take every opportunity and opening to get involved in “Fanatical Prospecting.”

When it comes to prospecting, three core laws are at play:

  • “The Universal Law of Need”

The more you need a sale, the less are the chances of getting it.


Because of desperation.

To avoid desperation, fill up your pipeline and prospect whenever and wherever you can.

  • “The 30-Day Rule”

In the next 90 days, you will feel the benefits and results of the prospecting you did for the previous 30 days.

What this means is that if you miss a day of prospecting in the 30 days of prospecting, you will come up short accordingly in the next 90 days.

  • “The Law of Replacement”

The moment you succeed to make a sale, replace the prospect with a new one, in order to keep the pipeline full and healthy.

When you grasp these three laws, you will get that all of your accomplishments from the past mean nothing today.

What matters in prospecting is the present moment and the future.

The prospecting formula is as follows: What (quality) you put into the pipe and how much (quantity) determines what you get out of the pipe.”

Moreover, being and surviving in sales means that you have to be mentally tough.

Mental toughness is connected to four factors:

  • “Desire”: How bad do you want it?
  • “Mental resilience”: study and practice to continually improve your knowledge and skills.
  • “Out-learn equals out-earn”: to stay competitive you need to learn constantly.
  • “Physical resilience”: your mental energy depends on your physical strength. Since people in sales face many rejections, they need intense psychological energy.  

Key Lessons from “Fanatical Prospecting”

1.      Seven Mind-Sets of Fanatical Prospectors
2.      Five-Step Simple Telephone Prospecting Framework
3.      The Three Cardinal Rules of Email Prospecting

Seven Mind-Sets of Fanatical Prospectors

  • “Optimistic and enthusiastic.”
  • “Competitive”
  • “Confident”
  • “Relentless”
  • “Thirsty for knowledge.”
  • “Systematic and efficient.”
  • “Adaptive and flexible.”

Five-Step Simple Telephone Prospecting Framework

  • “Get their attention.”
  • “Identify yourself.”
  • “Tell them why you are calling.”
  • “Bridge – give them a ‘because’”
  • “Ask for what you want, and shut up.”

The Three Cardinal Rules of Email Prospecting

  • “Your email must get delivered.”
  • “Your email must get opened.”
  • “Your email must convert.”

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“Fanatical Prospecting” Quotes

There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income. Click To Tweet Law of the Universe: Nothing happens until something moves. Law of Business: Nothing happens until someone sells something. Click To Tweet Here is the brutal reality. If you don't have a plan, you will become a part of someone else's plan. You can either take control of your life or someone else will use you to enhance theirs. It's your choice. Click To Tweet The enduring mantra of the fanatical prospector is: One more call. Click To Tweet Elite salespeople, like elite athletes, track everything. You will never reach peak performance until you know your numbers and use those numbers to make directional corrections. Click To Tweet

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EntreLeadership Summary

EntreLeadership Summary20 Years of Practical Business Wisdom from the Trenches

You know him from the radio – and probably even TV – and now it’s time to meet him as a bestselling author. In “EntreLeadershipDave Ramsey shares 20 years of wisdom and experience.

And we have the summary.

About Dave Ramsey

Dave RamseyDave Ramsey is an American businessman and author, the host of “The Dave Ramsey Show,” one of the most listened-to radio shows in history. He has also authored no less than five “New York Times” bestsellers. In addition to “EntreLeadership,” these are: “More Than Enough,” “Financial Peace,” “The Total Money Makeover,” and “Smart Money Smart Kids.” Find out more at

“EntreLeadership Summary”

In Dave Ramsey’s opinion, the modern world belongs to neither the leaders nor to the entrepreneurs – only. You have to be both: i.e., an EntreLeader!

But, what does that mean?

Well, obviously, it means to combine the qualities of both an entrepreneur and a leader.

And if our top leadership books have something to say on the matter, to be a leader means to be visionary, emotionally intelligent, disciplined, and charismatic. Our top entrepreneurship books uncover the traits of the finest entrepreneurs: daring, resolute, original, driven.

An EntreLeader has to be all of this!

Because, as Dave Ramsey says, it’s not only about envisioning and innovating; and it’s not only about building the right start-up. It’s also about leading it to the top!

Hell – even “Twitter” earned nothing before being taken in more capable hands!

Now, before you start anything, you have to be aware that a business (much like anything else) is merely an extension of your character. Or, in other words, if you are a weak and indecisive person, it’s probably not a good idea to gamble on a start-up. The company will end up being weak too.

If you are a strong character and people describe you in terms of the adjectives we used above – then go for it!

Of course, not before putting your business goals on paper. “Write the vision and make it plain,” says “The Bible” (Habakkuk 2:2), and Dave Ramsey suggests you consult it from time to time. A conservative Christian, he is one of the very few financial advisors you’ll find out there who think that “The Bible” is a good place to start building a business empire.

However, it seems it has worked for him, so even when he says that “Prayer” is one of the 12 crucial components of the hiring process, it’s difficult to raise objections.

Speaking of hiring – having a clear vision may be a prerequisite to success, but having a good team is even more essential! And we used the word right: EntreLeaders don’t have employees, but team members.

As Simon Sinek taught us: they eat last! Although, if you ask Dave Ramsey, it wasn’t exactly Sinek, but Jesus Christ. Who has also taught us that you need to treat your employees – oops, team members – as you would like them to treat you.

Of course, business is also a financial matter, and maintaining a full financial accounting is not something you should take lightly. Don’t mix personal and business funds, and never go into debt.

Which brings us to Ramsey’s pro tip:

If you’re working somewhere, don’t quit your job to set up a start-up. Do it in spite of it! And leave your job only when your business starts earning money.

Good money.

You’ll thank us later.

Key Lessons from “EntreLeadership”

1.      EntreLeader = Entrepreneur + Leader
2.      Set Up a Start-Up – and Separate Checking Accounts
3.      Don’t Forget to Interview Your Employee’s Spouse

EntreLeader = Entrepreneur + Leader

There are very few successful entrepreneurs who are not successful leaders. So, no matter how original and brilliant your idea is, if you’re not interested in learning how to lead your company to grow and prosper, you are better off not starting it in the first place.

Entrepreneurs are so yesteryear! Welcome the EntreLeaders!

Set Up a Start-Up – and Separate Checking Accounts

“Small businesses fail because of poor accounting,” writes Dave Ramsey. “They start without enough money (undercapitalized), they miss projections, they don’t pay their quarterly taxes or their payroll taxes, and they run into ‘cash flow problems.’”

And the most serious mistake behind this: they use the firm’s money for personal interests. Don’t ever do this. Once you set up a start-up, set up separate checking accounts. And budget carefully. You shouldn’t be a Scrooge, but you shouldn’t go into credit card debt either. It kills businesses.

Don’t Forget to Interview Your Employee’s Spouse

Dave Ramsey is pretty conservative on all accounts. But, not when it comes to the hiring process.

In his opinion, it’s a 12-step program, which starts with a prayer and ends with a 90-day probation period. However, mingled with the more usual tactics (referrals, several interviews, resumes, mission statements) there is one you’ll find nowhere else: the spousal interview!

According to Ramsey, knowing your employee’s family means knowing your employee better than hi/she know himself/herself.

So, have a dinner with your potential hire and his/her significant other! It may be strange, but you’ll take a lot out of it!

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“EntreLeadership” Quotes

You can win in business and have a blast doing it. Click To Tweet The very things you want from a leader are the very things the people you are leading expect from you. Click To Tweet You have to dream and you have to do something about making those dreams happen. Click To Tweet There is never a big enough obstacle to keep a person with passion operating in a higher calling from winning. Click To Tweet You can count on criticism if you do anything of scale that matters. Click To Tweet
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The Sales Bible Summary

The Sales Bible SummaryThe Ultimate Sales Resource

Sometimes, all you need is a long list of tips that you can use immediately, to get better results.

In today’s post, we are offering you the actionable advice that Jeffrey Gitomer gives in “The Sales Bible.”

Who Should Read “The Sales Bible”? And Why?

“The Sales Bible” is a catalog of sales tips and rule of thumbs, which every salesperson should know. Jeffrey Gitomer gives useful advice to selling in an unfavorable economy, which is truly motivating and inspiring.

We heartily recommend this useful book, to all salespeople who need all the encouragement they can get.

About Jeffrey Gitomer

Jeffrey GitomerJeffrey Gitomer has grown to become a leading expert on sales and customer service. Several business journals in Europe and the United States publish his column “Sales Moves.”

“The Sales Bible Summary”

There is a vast pool of books on the topic of sales already available.

So, you may ask, why should you give a chance to this one?

Well, because “The Sales Bible” gives you all the old rules – with a twist.

Today’s markets require a different approach when using the fundamental rules of selling. Gitomer tries to show you what the new rules of selling are.

Next, we will summarize his thoughts for you:

  • Sell what the customer needs or wants, not what you happen to have.
  • Get to know your customer and use that knowledge to make a sale.
  • Become a friend to your customer, since they don’t trust salespeople, but they do trust friends.
  • Compete using strong relationships.
  • Find things that you and the customer have in common and create a bond.
  • Get your customers to trust you.
  • Have a sense of humor.
  • Don’t ever look like you’re trying to sell.

Just like anything else, perfecting these rules with take time and practice.

Remember this rules by heart, since they will be handy at all times, especially in bad market conditions.

In fact, when the conditions are unfavorable, the list expands even more.

Below, we are giving you 24.5 principles of success, which you may use when things are slow.

  • Protect your customers from your competitors
  • Stay competitive by strengthening the relationships with your clients, instead of competing on price.
  • Make sure you are the best at what you do and cut all unnecessary processes and products.
  • Network. Network. Network.
  • Get visible in your community: make a name for yourself.
  • Add value by giving your customers information they need, that they cannot get anywhere else.
  • Maintain your reputation.
  • Make your decision wisely.
  • Stop complaining about the decrease in interest from your clients. People always buy, so find a solution to your problem.
  • Pack yourself up with knowledge of attitude.
  • Invest in yourself and build your reputation.
  • Be unique and memorable.
  • Focus on building your Internet presence.
  • Cultivate and study creativity.
  • Learn how to handle a “no.” Soon you will figure out how to turn the “no”s into “yes”s.
  • Work hard.
  • Wake up early.
  • Focus on your goals.
  • Plan a series of steps to reach your big goal.
  • Back yourself with your time and money.
  • Cultivate a positive attitude.
  • You are responsible for your success.
  • Actually,
  • Be childish. When did a four-year-old asking for a candy bar ever take no for an answer?

Now that you have learned these rules, we will continue with the rules of successful selling.

  • Be self-confident and optimistic
  • Set goals and a series of steps to achieve them.
  • Learn the basics of selling, and practice what you learn.
  • Understand the needs of your customers.
  • Do not let earning be your primary goal. Sell to serve.
  • Build long-term relationships
  • Believe in your company and your product.
  • Prepare.
  • Build trust and speak truthfully.
  • Keep the promises you make.
  • Sell to the right person
  • Make people laugh.
  • Know your product thoroughly.
  • Sell how the product will make life easier and better for the customer, not the product itself.
  • Don’t speak negatively about your competitors
  • Get satisfied customers to endorse you.
  • Pay close attention to signals that the potential client is ready to buy.
  • Be ready for the objections.
  • Understand those objections and prepare to meet them.
  • Trust overcomes objections, so build it.
  • Ask, and you will most probably get the sale.
  • Know when it is time to keep quiet.
  • If you fail to make the sale by the time you need to leave, make another appointment on the spot.
  • Follow up and be persistent.
  • Remember that rejection is not personal.
  • Be flexible and accept change.
  • Follow the rules.
  • There is no such thing as luck, only hard work.
  • Take responsibility for your actions and stop pointing fingers.
  • Remember that selling is a numbers game.
  • Be passionate.
  • Make a lasting impression, so people talk about you with others.
  • Have a great time!

And remember: attitude + humor + action = success.

Key Lessons from “The Sales Bible”

1.      Write Your Goals Down
2.      Carefully Use Humor
3.      Introductions That Last

Write Your Goals Down

Writing your goals down and putting them somewhere visible will boost your motivation since you will get reminded every day of what you are planning to achieve.

The focus is the key to success.

Carefully Use Humor

Humor can be your greatest friend or your greatest enemy. When using humor remember the following rules:

  • Use humor to break the ice.
  • Mean stories about other people are not funny.
  • Remember that there will be some people who won’t get your jokes.
  • Laugh at your own account.
  • Notice details about your prospect and guess his character before you tell a joke.
  • Do not tell old jokes.
  • Tell personal stories.
  • Do not tell jokes about ethnic groups other than your own.
  • Timing is everything.

Introductions That Last

First impressions matter. So make sure you include all information you want your prospect to know about it: who you are, what you do, and what your company does. Include a few questions as well, to get to know your prospect.

It is important that you immediately know if your prospect is the one making the decisions or not.

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“The Sales Bible” Quotes

Don’t manage anyone except yourself - be a leader. Click To Tweet The sale begins when the customer says no. Click To Tweet Live it. Live it every day. Click To Tweet The cold call is fun if you think it is. Click To Tweet An objection may actually indicate buyer interest. Click To Tweet

Our Critical Review

The author repeats three core messages over the entire book. However, these messages need to be heard many times, to resonate with the readers.

Be warned that you may be put off by the author’s optimism and cheerleading, but if you are – then this is not the book for you. “The Sales Bible” is a book for people who need all the motivation and encouragement they can get.

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Endless Referrals Summary

Endless Referrals SummaryNetwork Your Everyday Contacts Into Sales

You have heard about the importance of networking.

You may have even handed out a few business cards thinking you were doing it.

However, that is not how networking goes.

Read our summary of “Endless Referrals” and learn the right way to network, as well as the importance of getting referrals.

Who Should Read “Endless Referrals”? And Why?

True networking has one purpose: to get people to “know, like and trust” you. This and only this will be the reason that makes those people buy what you offer.

However, how do you become one of these trustworthy, likable people?

Bob Burg believes that the answer to this question lies in the way you communicate. You should place the focus on the other person and make them talk about themselves; you should do the referring first and so on.

Burg continues to remind you throughout the book that selfless help will get you many benefits.  

If you are someone who wants to learn how to network the right, productive way, we recommend “Endless Referrals” to you.

About Bob Burg

Bob BurgBob Burg is a writer, speaker and founder and president of a communications company in Jupiter, Florida.

“Endless Referrals Summary”

If you want to keep your sales up, you should focus on building an “endless” list of referrals.

Why should you do it?

Because this simple, yet powerful list of prospects will boost your confidence and fuel your belief in your product and service.

The list will also enable you to kee and emotional distance from the process of sales since you will no longer worry constantly about where you will find another prospect if you do not close the current one.

If you are in the sales business, you should know by now that the best and most reliable way to build a sales practice is to have a strong network.

Sales networking, by definition, is “an arrangement of people crossed at regular intervals by other people, all of whom are cultivating mutually beneficial, give-and-take, win-win relationships with each other.”

Joe Girard, the guy who made it into the Guinness World Records Book by selling more cars than anyone else for 14 consecutive years, created the “Law of 250.”

According to this law, each person has a “sphere of influence” of 250 people.

How did he come up with the idea?

By finding out the average number of people invited to a funeral or a wedding.

So, what this means is that every time you add a person to your network, you also add 250 indirect contacts.

The “Endless Referrals System” functions based on one main principle: “All things being equal, people will do business with, and refer business to those people they know, like and trust.”

Networking is not giving your e-mails and handing out business cards to whomever you meet.

When you are networking, you should get the prospects to “know, like and trust” you.

You can achieve this by initiating a conversation in which the other person enjoys. You can do this by letting the other person do the talking and asking various questions and subquestions.

In the key lessons below, we offer you ten questions which you can tailor to fit people in different professions.

Also, use the “FORM” method: Family, Occupation, Recreation, Message.

The reason that the “FORM” method is so useful is that no single person on this planet has nothing to say about at least one of these areas.

If you succeed following our advice, you will be able to achieve great results, which you can duplicate endlessly.

Okay, now that you know how to network, it is time to move on to when and where to network?

The answer is simple: everywhere and everytime.

Do not limit your networking to just events which are tied to your business. They are great places to start, that is for granted, but your networking should not end there.

Key Lessons from “Endless Referrals”

1.      Ten Questions Designed to Encourage the People You Communicate With to Talk About Themselves
2.      Key Benefits of Getting Referrals
3.      The Three Steps of “Attraction Marketing”

Ten Questions Designed to Encourage the People You Communicate With to Talk About Themselves

  • “How did you get your start in the … business?”
  • “What do you enjoy most about your profession?”
  • “What separates you and your company from the competition?”
  • “What advice would you give someone just starting in the … business?”
  • “What one thing would you do with your business if you knew you could not fail?”
  • “What significant changes have taken place in your profession through the years?”
  • “What do you see as the coming trends in the … business?”
  • “Describe the strangest or funniest incident you have experienced in your business.”
  • “What ways have you found to be the most effective for promoting your business?”
  • “What one sentence should you use to describe the way you do business?”

Key Benefits of Getting Referrals

  • When you have a reference, it is easier to get an appointment
  • Price is not a that big of a concern.
  • Closing the deal is not as difficult as it usually is.
  • Prospects consider you a “referral-based” salesperson.
  • The prospect knows someone who has used and liked your service or product.
  • People who give you referrals become more confident in their decision to invest with you.
  • You can spend less time prospecting.

The Three Steps of “Attraction Marketing”

  • “Advertise (paid or free) in a particular medium.”
  • “Include a telephone number (usually toll-free) or Web address where people can receive free information.”
  • “Issue a ‘call to action’ within that information, a number or Web site the respondent can contact to set an appointment or request the product or service you sell.”

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“Endless Referrals” Quotes

Successful networkers, the ones who receive tons of referrals and feel truly happy about themselves, continually put the other person’s needs ahead of their own.

We often ‘forget’ to do what we don’t really want to do, then rationalize it afterwards. Click To Tweet The best way to get business and get referrals is to give business and give referrals. Click To Tweet The more high-tech, the more soft-touch, that is, the more personal touch matters. Click To Tweet Standard prospecting techniques no longer work the way they once did. Click To Tweet

Our Critical Review

In his book “Endless Referrals” Bob Burg gives a list of workable and easily applicable strategies for attracting prospects and turning them into customers.

Sometimes, he continues explaining his points long after you understood them, but you will not even notice it, being drowned in a sea of useful information.

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Persuasion Summary

Persuasion SummaryThe Art of Getting What You Want

There is no way to get everything you want.

Or is there one?

Today, we are answering this question, so read on.

Who Should Read “Persuasion”? And Why?

You have heard and read many things on the topic of persuasion, mainly thought by business experts, but Dave Lakhani comes from a different place.

His mother and himself were part of a strict religious cult, which he left when he was 16. This experience made him research persuasion since he wanted to understand the techniques that lured and kept his mother in the cult.

We recommend “Persuasion” to everyone who wants not only to find out what persuasion is but also wants to learn the right ways of using it. If you are in sales, you will particularly enjoy this book.

About Dave Lakhani

Dave LakhaniDave Lakhani is the president of Bold Approach, Inc., a business acceleration consultancy. He is a popular speaker on persuasion, influence, sales, and marketing. He wrote A Fighting Chance.

“Persuasion Summary”

Persuasion is used all the time, in all situations. It is a technique people developed to survive.

In an ideal scenario, persuasion will result in a good outcome for all parties.

Be careful not to confuse it with manipulation, since real persuasion does not use deceptive techniques. Manipulators are selfish, and all of their actions are fueled by their self-interest. Persuaders, on the other hand, have another goal – creating a beneficial situation for all involved parties.

What are the attributes that skilled persuaders have in common?

Studies show that appearance, voice, and demeanor have a massive impact on how people perceive others.

Good persuaders must look good: dress well, be in excellent physical shape, have good manners. Voice and tone have a significant impact as well. Good persuaders skillfully use pauses, intonation, volumes, body language, eye contact, and clean “um”-less talk.

If you want to become a good persuader, also mind who you surround yourself with. A good network of friends paints the picture of you.

You have heard the saying “You are who you are with.” In other words, people will endorse you based on who they see you with.

Use this knowledge and create a group of friends who will increase your credibility and integrity.

Being well-connected is everything.

Another thing you have to learn is creating well rounded, engaging stories.

We all experience life through stories, so learning how to shape stories around the points you want to send across is crucial.

Good stories will lead your listeners to the exact conclusion you wanted them to get.

But what is a good story?

It is a story that consists of all elements that can help people to find solutions to their issues. Think of these elements as building blocks.

One of the most critical elements you must not overlook is adding an emotional side. The story needs to induce the feeling of accuracy, and spark up some kind of emotion in your listeners.

When you are in sales, you have to have a story in your mind at all times.

Of course, good storytelling, just like any other craft, comes with long hours of practice.

Once you have had enough practice and gained enough knowledge, you will become an authority in your field. The steps of becoming an expert are as following:

  • Establish an area of expertise
  • Study hard
  • Develop a perspective
  • Express your beliefs
  • Write a book or record a CD

Now, before you can start your journey, you need to understand how people think and function.

People’s reactions to the experiences and events in their lives are fueled by their existing belief systems.

We create belief systems to simplify our existence and organize our worlds.

What does this have to do with persuasion?

Well, to be a good persuader, you have to know how to “read” people, and find out what their current belief systems are. After you do that, you can structure your story in a way that comes close to those beliefs, and as a result, people will more readily resonate with you.

When these two belief systems (the one you offer and the one the listener has) overlap, your audience will slowly incorporate your beliefs into their own.

Of course, there are situations when a change has to happen to both the persuader and the audience.

The process is different for each situation. The speed with which the listeners will adopt new ideas and beliefs depend on many things, including their own frustration.

You can reinforce beliefs by memory, repetition, and authority.

Lastly, we finish the summary section by giving you seven quick persuaders which you can use anytime you need to.

  • Find out which beliefs of your audience are the closest to what you are presenting.
  • Determine if the beliefs they have created a feeling of frustration.
  • Inform them of your solution, and cite proof.
  • If they show skepticism, ask them temporarily to consider your proposal.
  • Once they do, present evidence for the truth of your position.
  • Give the audience product samples, reviews, and testimonials.
  • If they accept your position and change their belief, reward them by making them feel special.

Key Lessons from “Persuasion”

1.      Six Tenets of Persuasion
2.      “The Persuasion Equation”  
3.      Techniques to Accelerate the Process of Getting People’s Agreement

Six Tenets of Persuasion

  • Have an objective in mind and lead your audience to it.
  • Prioritize your customers’ best interests.
  • Make only legitimate claims in your presentations.
  • Have a deadline in mind, as well as a goal.
  • Become familiar with the people you are trying to influence.
  • Be ethical and follow professional standards.

“The Persuasion Equation”  

  • “Positioning”
  • “Presentation”
  • “Influence”

Techniques to Accelerate the Process of Getting People’s Agreement

  • “Social matching.”
  • “Empathy”
  • “Inconsequence.”
  • “Likeability”
  • “Giving to receive.”
  • “Accountability”

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“Persuasion” Quotes

Persuasion is not just about selling, though; it is also about gaining agreement and support. Click To Tweet The key to persuasion is to let the other person feel great after he or she has decided to see it or do it your way. Click To Tweet The common bond of shared problems resolved is very powerful in deepening rapport and relationship. Click To Tweet Learn to tell your story well and you will quickly improve your ability to persuade far beyond that of your peers or competitors. Click To Tweet Position + Presentation x Influence = Persuasion. Click To Tweet

Our Critical Review

Dave Lakhani does not tell you what persuasion is and how you can win using it – instead he focuses on the potential misuse of this great power and paves the path toward its more ethical application.

“Persuasion” is a compelling and fresh approach to a much talked about topic.

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Confessions Of An Advertising Man Summary

Confessions Of An Advertising Man SummaryAdvice and techniques for building advertising empires from the era of Mad Men

What stops you from reaching the sky?

If your ad didn’t work, you might need a change of plan and pace.

In this book summary, we briefly outline the key aspects of the ad-creation process.

Who Should Read “Confessions Of An Advertising Man”? And Why?

Confessions Of An Advertising Man” is fitting for various profiles of people. However, our top picks are marketers in the making and those sturdy enough to put their know-how to the test.

If you decide to go on a full-scale adventure, make sure that you have all the necessary tools at your disposal.

About David Ogilvy

David OgilvyDavid Ogilvy is nothing shorter than a pure genius when it comes to handling clients and concluding deals. According to his staff, David possesses all the necessary traits to be hailed as the perfect boss.

“Confessions Of An Advertising Man Summary”

Potential and existing clients are the core of the business, so choosing them is crucial. Likewise, you have to be smart and open to forging profitable relationships. Assemble a team of experts and design a strategy that will bring you results.

Companies, now more than ever, seek professional assistance, but no marketing agency can satisfy your needs if you don’t grasp the concept of good advertising.

Second, it’s only logical that your clients expect cooperation that is mutually beneficial. Nurture the relationships with them, and stay on the track.

Seeking ways to improve your business is a must. Protecting the company’s interests to ensure that all employees are satisfied is also vital. Maintaining such position can give you the edge to pursue new clients and increase profits.

In general, many entrepreneurs take this pursuit way too seriously, and they are unintentionally damaging their internal processes. It’s acceptable that you raise the bar a bit higher, but staying put is not a sign of weakness.

David Ogilvy surely wasn’t wasting any time, not even a minute. On the second day, he underlined top-notch companies, brands such as Shell as the agency’s potential clients. In a matter of months, all of these became closely linked to the agency he represented.

How many times have you encountered the value of differentiation? Being a real linchpin in the business world can lift you up, or if you go for averageness pull you down. Being irreplaceable acts as a defensive mechanism from both external and internal factors. On gatherings let the clients do the talking, you observe their habits and reactions, absorb the meaning of the discussion and win their hearts.  

When it comes to advertising, not even for a single second, don’t assume that your consumers are idiots and you can trick them. Outline the facts, and leave your opinions to yourself. Don’t insult their intelligence by thinking that you can control their judgemental nature.

If you can think of a slogan that actually sells, your work is done! Put yourself in their shoes, all you want is information, no extra activities nor intrusive marketing. Applying such marketing techniques can give you the upper hand in the overly-competitive market supported by the effects of globalization.

In no time, you will increase your sales, boost your productivity and generate satisfaction within the organization. Forcing quick decisions due to minimal available time based on little research is not something you should endorse.

What’s the best profile for an employee?

Seek sincere, ethical and hardworking people whose creativity is pointed at implementing the company’s vision. These individuals don’t seem reluctant when important matters are discussed. They’re prepared to argue even with their superiors and defend their outlooks.

Don’t abandon these respectful and crafty workers, enjoy their presence by knowing that they will never do anything behind your back.

Don’t rest until you assemble a group of real winners and always be on the lookout for such personalities.

Sometimes, the tensions within the organization reach a boiling point, and real leaders must react. First, to avoid such situation set some ground rules for boosting the team’s performance. As an illustration, David portrays one head chef in Paris, as a real motivator because of his habit to literally examine every single dish before he is assured that the kitchen is left in a perfect condition.

On numerous occasions, many conquerors and philosophers implied that leading without an example is like swimming in a dry river bed. Real enthusiasts will hear your call and answer with affection and factual determination.

Go for strong, but an easily-digestible message that can trap the mind of your customers by speaking their language.

In general, advertising is all about promoting the modern and rejecting the old-fashioned. However, many marketers are not aware that their short-term miracle is not sufficient for ensuring growth. People with the suitable know-how are targeting markets and utilizing techniques that will most likely aid them in building a loyal customer base.

Key Lessons from “Confessions Of An Advertising Man

1.      Sales come first
2.      Show appreciation and support
3.      No boundaries exist

Sales come first

Just take a moment to at least consider leaving your copywriting ideas and turn to a selling copy.

Carefully designed ads turn heads and attract attention without emphasizing the ad itself. To calculate its impact, you must rely on the sales these advertisements generate.

Show appreciation and support

Inspire dedication, sacrifice and expect nothing in return.

Spark the collective creativity, and praise your employees’ contribution by giving compliments and public recognition.

No boundaries exist

If something the digital age has no shortages of, is information.

Despite the scarcity of resources, many smaller companies with a lower budget can turn to guerilla marketing, and still, attract customers.

The over-crowded markets request ingenuity to place your ad in a better position.

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“Confessions Of An Advertising Man” Quotes

The consumer isn't a moron. She is your wife. Click To Tweet What you say in advertising is more important than how you say it. Click To Tweet Much of the messy advertising you see on television today is the product of committees. Committees can criticize advertisements, but they should never be allowed to create them. Click To Tweet The creative process requires more than reason. Most original thinking isn't even verbal. It requires 'a groping experimentation with ideas, governed by intuitive hunches and inspired by the unconscious.' The majority of business men are… Click To Tweet

Our Critical Review

From the minute we started inquiring, we felt triggered and uplifted.

The book is not bounded to marketing because it covers life topics and David sure knows how to share his views.

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