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Little Red Book of Selling: 12.5 Principles of Sales Greatness By Jeffrey Gitomer ( Bard Press )
Release Date: 2004-09-25
Average Customer Rating:
List Price: $19.95
Price: $13.57
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Product 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.
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 QUICK READ WITH GREAT TIPS
THE BOOK HAS GREAT TIPS AND IS EASY TO UNDERSTAND,WELL WRITTEN,AND HAS IMPROVED MY SALES CONSIDERABLY.HIGHLY RECOMMENDED.
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 Selling always selling ( pbksea )
This is a catchy little boook and I thought it would be inspirational for my sales team so I purchashed one for each. While it has some interesting ideas it tends to be repetitious and covers little new territory.
Some of his "inspiration" is a bit crude and offensive. My major objection is the author's constant attempts to get people on to his website to sell more products. He offers a free visit on specific topics, but then to get more info you have to buy another of his products. I also found out too late that this book is one of a series of sales coaching books he produces, and apparently I should have read the prequel to this.
Basically, I resent paying money to read pages of hard-sell advertising for more of the author's books and web-based products.
It is somewhat motivational but only for novice sales people.
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Great tool
This book has proved perfect as a motivational tool for our sales team. By reading this together and processing what we have read, I have been able to get my sales team to begin to change their own outlook and address their own bad habits and struggles. If the book isn't filled with blinding new insights, the things it says are the kinds of things we always need to be reminded of. It fits very well with a team of newer sales reps and even has something to offer my veterans. It is easy to read and concise.
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 Good Tool to Help Increase Your Sales ( mjt49er )
"Little Red Book of Selling" focuses on principles needed to become great in sales. The book has good bits of information, including:
1. Some characteristics of sales success.
2. How to give value to customers.
3. Networking is superior to cold calling.
4. Getting past the gatekeeper.
5. Using the right kind of humor will help your sales.
6. Ways to increase your creativity.
7. Dealing with real and perceived risks the potential customer faces.
8. Sales opportunities are all around you if you pay attention to your surroundings and people around you.
9. Be careful of time wasters that distract you from succeeding in your career and life.
10. 10 qualities that can help you become #1.
Granted, while some of the information is common sense and probably something you already knew, there are good bits of information and advice. Also, I particularly liked the "Red Bits" of information mentioned in the title that you may access through Gitomer's web site.
One particular criticism: while I do not mind Gitomer's "in your face" approach, I did not like the the inclusion of several instances of the a** and h*** words used in the book. While we could all use some motivation, I did not think it was appropriate to use those words to try to get me pumped up. Just state your principles and let them stand by themselves without adding cuss words to try to strengthen your point!
Complaint aside, still a good book. Recommended.
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Great book for almost any sales role!
This book is a quick read with great tips on how to improve your sales. I have recommended it to my salesforce as I truly believe it can help anyone with the passion for selling! Honestly, it should help motivate anyone to get out there and sell, sell, sell! The author does a great job of giving you new ideas that are useful, so I think the content is great. It is a great book if you need something to read for a flight, as it is small enough to carry on without getting in the way of your laptop.
It is also an excellent reference as there is valuable information throughout the book on how to establish long-term professional relationships!
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