Somewhere in America, a Salesperson is working the phones. They've dutifully memorized their "red hot cold calling" scripts and are dialing the 99 phone numbers that may allow them to set an appointment or take an order when they dial the 100th. They're playing the numbers game and they are surviving.
They're in the minority.
Meanwhile, another Salesperson who is well-versed in "closing techniques" is mesmerizing his or her prospect with a fully scripted and rehearsed presentation, each PowerPoint slide exuding the features and benefits that will certainly lead to a firm handshake and a signed order.
They're also in the minority.
This is the age of selling that's articulated in books like Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit. The economy has changed, the rules have changed, and your prospects have the Internet at their fingertips. They don't need you and don't want to deal with you unless you bring something to the table that they can't get on their own. You need to be a problem-solver, one who crafts solutions and never wastes the time of your prospects.
Gitomer covers it all...the techniques that work today as well as the ones that have limped off to the elephant's graveyard. Along with his six "little books" on selling, the revised Sales Bible forms a body of work that can be summed up in one central message, found on page 18:
"You often hear people say that they wouldn't or couldn't go into sales. The reason is they can't tolerate the risk involved. The uncertainty. The unknown. Or, perhaps more fundamental, they can't handle the challenge."
Selling...as an art and a science...is a moving target. The economy changes, the playing field changes, the needs of each of your prospects-slash-customers changes. A decade or two ago you might have gotten by with reading Zig Ziglar's Secrets of Closing the Sale or Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere before hitting the pavement or dialing the phone, but today your education needs to evolve daily. Gerhard Gschwandtner's "Selling Power" magazine and Web Site offers daily audio and video tips from experts. Gitomer publishes his weekly "Sales Caffeine" eZine. The degree to which the modern salesperson realizes that his or her education is perpetual and never-ending is the degree to which they will taste significant success.
If you own the six "little books" and former editions of The Sales Bible, if you read "Sales Caffeine" or listen to Gitomer as the host of Gschwandtner's monthly "Selling Power Live" audio program, you may not find an abundance of "new" material in this revised edition. The cartoons make it consistent in format with the "little books." I consider the book to be a five-star effort, and especially enjoy the fact that it is available as an audio book. Gitomer has carefully included his own unique personality as a central element of his branding, and this is one effort that benefits from presentation in both the written and spoken word.