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Little Red Book of Selling: 12.5 Principles of Sales Greatness

Description

Sales master Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from -- and sales managers will buy by the case.

Salespeople want answers. That's why the Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment - and for the rest of their lives.

In the Little Red Book of Selling salespeople will learn why sales happen and a philosophy of success - long term, relationship driven, and referral oriented - nothing to do with manipulation or other old-world sales tactics. It has everything to do with understanding buying motives and taking ethical, relationship-building actions.

People don't like to be sold but they love to buy has become more than Gitomer's registered trademark- it's a mantra. A mantra every salesperson needs to understand at the core of his selling success. Throughout this book the reader will begin to adopt a philosophy that drives them to a higher, value-driven purpose.

There are 12.5 powerful principles of sales mastery. These principles are at the heart of sales success. They are the difference between red (putting your heart into your career) and black (having a job, coming to work, and making a commission). Other chapters include; What's the Difference between Failure and Success in Salespeople, The Little Salesman that Could, The Two Most Important Words in Selling, and Just Plain "How to Make a Sale."

The cover is classic red cloth. The four-color graphics make it compelling and easy to read, and the content is easy to understand and implement. For your convenience there is a red satin (ok, polyester) bookmark so you can remember your place. It is small enough to carry with you - big enough to contain the answers you need — powerful enough to fill your wallet.

Reviews

Rating: 5 / 5
Date: 2010-08-13
Summary: "People Don't Like to Be Sold, They Love to BUY!"

I find it curious that the reviews that are negative for this book, are COMPLETELY negative. While the positive reviews are COMPLETELY positive.

One observation I have is that many who gave negative feedback were looking for a SALES BOOK, and didn't see how this book was going to help them make more sales. Many contend that this is a "self help" book. Several of the negative reviewers then go on to say how successful they are in sales, and how long they've been at it....and how this book didn't teach them anything new.

In my opinion, the only thing that can be said about that is this: If you've been in sales for 35 years, and are an expert in your field. Why are you buying a book that is going to give you a sales "SECRET"? After 35 years, you should certainly have the sales process figured out. There's no secret.

I found the book very helpful. Yeah, its a "kick your ass" book. But, if you read the book with an open mind about SELLING, you are going to walk away smarter. If you read the book looking for steps on how to close the sale, then you're missing the point.

To paraphrase Gitomer: People don't like to be sold, they like to buy. That may be a direct quote....but the point is this: If you're looking for a secret handshake that will help you close more sales tomorrow. Skip this book. That's SELLING.

If you want to learn how to create an atmosphere around you that positions you to be SOUGHT OUT by potential customers. Completely changing the SALES PROCESS, then buy this book. THAT is allowing the customer to BUY from you.

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Rating: 5 / 5
Date: 2010-07-05
Summary: "An engaging Little Red Book on Selling"

The Little Red Book of Selling is full of non-salesy, friendly advice on how to increase sales. Most of my time at my job is to provide professional services, but I also need to spend a portion of my time finding clients. That is, selling services to new and existing clients. What I liked about the book is that it is concise, motivational, and full of tips on how to increase the sales. Reading the book was engaging; Jeffrey Gitomer cuts to the chase in that I wanted to read the whole book at one setting. I especially like the chapters on personal branding, giving value, humor, and creativity. Giving value is something I try to do every day to clients and adding humor and creativity just makes it more fun. This book is definitely worth reading and using as a resouce.

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Rating: 5 / 5
Date: 2010-05-20
Summary: "One for every sales person"

Hello, I am the owner of Dickerson Landscaping and this has been the best and most simple sales book I have ever read. I liked it so much I bought one for every member of my sales team. I has good easy to follow points on how to get it done. What are you waiting for? you will increase your sales just by using 3.5 of this book. yeah I'm a fan. [...] to see the for results of this book on our company. It is a must read for anyone in sales.

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Rating: 5 / 5
Date: 2010-05-06
Summary: "Masterpiece book of selling"

In a very easy to use principles the author is presenting 12.5 way to improve the way you do selling.

This book will definitely laugh you in some places but I can guarantee you that apart of this, the read is a true treasure.

If you are a salesperson you can be absolutely sure if you read this book and you shall not regret.

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Rating: 5 / 5
Date: 2010-03-18
Summary: "Little red book of laughs"

This is a book packed with humorous insights into the world of selling. It makes you laugh while you learn and there aren`t many sales books that do that! Chapter 8 is titled if you can make `em laugh you can make `em buy - well, Gitomer will certainly make you laugh and that`s as good a reason as any to buy this.