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Premium summary · Opens in the app · 30 min read
Every salesperson knows the feeling. You pick up the phone, dial a number, and brace yourself for rejection. You deliver your pitch, and before you finish your second sentence, the prospect has already hung up. You spend your days chasing people who do not want to be chased, and you wonder if there is a better way.
**Author:** Jeffrey Gitomer
**Estimated Reading Time:** 45 minutes
**What You'll Learn:**
- Why attracting customers beats chasing them, and how to make the shift - The foundational beliefs that determine your sales success - How to build a personal brand that makes customers come to you - The art of asking questions that uncover real buying motives - How to deliver value so consistently that your phone rings with ready buyers - A complete system for transforming your sales approach from pushy to magnetic
**Who This Book Is For:**
Sales professionals who are tired of rejection, exhausted by cold calling, and ready to build a career on reputation, value, and genuine connection. Whether you are new to sales or a seasoned veteran, this book offers a complete framework for becoming the kind of salesperson customers actually want to hear from.
Every salesperson knows the feeling. You pick up the phone, dial a number, and brace yourself for rejection. You deliver your pitch, and before you finish your second sentence, the prospect has already hung up. You spend your days chasing people who do not want to be chased, and you wonder if there is a better way. Jeffrey Gitomer has spent decades answering that question. His answer is simple, direct, and transformative: stop chasing and start attracting. The traditional sales model is built on pursuit. You identify prospects, reach out to them, pitch your product, handle objections, and push for the close. This model treats sales as a numbers game where rejection is simply the cost of doing business. But Gitomer argues that this entire approach is backwards. The best salespeople do not chase customers. They create conditions where customers come to them. This is not a feel-good platitude. It is a practical, proven strategy built on a fundamental insight about human behavior. People buy from people they know, like, and trust. When you build a reputation as someone who delivers value, when you establish yourself as an expert in your field, when you consistently help people solve their problems, something remarkable happens. Your phone starts to ring. And when a prospect calls you, the odds of making a sale are dramatically higher than when you call them. Gitomer calls this the 95/5 Proposition. When a prospect calls you, the odds of making a sale are around 95 percent. When you cold call a prospect, the odds of rejection are around 95 percent. The difference is not in your pitch, your product, or your closing technique. The difference is in the relationship that exists before the conversation even begins. This book lays out 21.5 laws that govern this new approach to selling. Each law addresses a specific aspect of becoming…
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Get the complete summary in the appAttract, do not chase. Build a platform that makes your phone ring.
Deliver value first, consistently, over time. This is the foundation of everything.
Your attitude is a choice. Choose a YES! Attitude every day.
Believe in your company, your product, and yourself. Belief is the foundation of conviction.
Build your personal brand. In sales, it is who knows you that matters.
Ask questions, do not pitch. Questions are the heart of the sale.
"Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling" is a strong fit if you want practical ideas around business, self help, marketing, especially themes like attract, do not chase. build a platform that makes your phone ring; deliver value first, consistently, over time. this is the foundation of everything. The MinuteRead summary distills these concepts into a focused read, whether you're deciding whether to buy the book or applying its lessons at work.
Motivated to help readers with enough value, Jeffrey Gitomer wrote “Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling” to package those ideas for a fast, focused read. In “Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling”, Jeffrey Gitomer focuses on enough value. Through “Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling”, Jeffrey Gitomer distills the core ideas on business into lessons readers can absorb in a single short sitting. Readers turn to this work when they want Jeffrey Gitomer's p…
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