Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at


1. Study attitude every morning.

2. Study your prospective customer’s needs the night before any sales meeting.

3. Develop questions for every appointment that you’re certain set you apart from your competition and engage the customer in a value-oriented way.

4. Bring ideas into the sales presentation that your prospective customer perceives as valuable.

5. Build relationships by being a value-driven person, not a sales-driven person.

5.5 Ask for the sale every time.