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Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money [Hardcover]

Jeffrey Gitomer
4.6 out of 5 stars  See all reviews (58 customer reviews)


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Book Description

February 21, 2006 0131735365 978-0131735361 1
The Collection was produced over 30 years,43 states and 95% of all the images are "gone forever!" from consumer and corporate culture...billy tucker,curator Signs are truly a universal language and general appeal to readers. The Signs of the Times Collection Is Now Available to the Public,Galleries,Museums,Publishers,Curators and Private Collectors An historic fine art,photo realism anthology,the documentary Collection preserves American life and expressionism "gone forever" from American culture. The entertaining and extraordinary Collection presents,and preserves a one-of-a-kind documentation of: American expressionism Consumer culture Commercial folk art Corporate culture; icons,billboards,advertising Neon,urban & street art Route 66 Americana:1972-2010 Humor & signspotting The human condition ArtSpan was recently selected to introduce The Signs of the Times. Billy Tucker, the collection chief photographer and curator said: "We are pleased to present the imagery from this unprecedented documentary collection from American life,consumer culture,commercial folkart and Americana." Tucker's work may be more expansive than Walker Evans,Diane Arbus,Bourke-White,Bill Owens,Chuck Close,Bourke-White,Man Ray,Cartier-Breson,Bernice Abbott and other fine art photographers. His imagery is unique in that it reflects many forms of art styles and artistic expression including: abstracts cubism still life rococo pop art impressionism modernism photo realism

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Editorial Reviews

From the Back Cover

Salespeople are looking for answers.
They want them now.
They want them fast.
They want them free.
 
Buy this book: You'll get two out of three.
 

Every salesperson on the planet, at some point during their sales day, needs an answer or 10 about what to do in a given selling situation. But there's a big difference between AN answer and the BEST answer. I have compiled 99.5 BEST ANSWERS to the barriers salespeople face every day.

 

These answers will get you from:
What do I do next?

to:
Where is the bank so I can deposit this money?!

 

Salespeople need answers, fast! Now, one book brings together all the proven, tested, instant answers they'll ever want: Little Red Book of Sales Answers . This is the legendary Jeffrey Gitomer, the world's #1 sales presenter and author of the inspirational 250,000-copy bestseller Little Red Book of Selling. This new book goes beyond anything Gitomer's ever done, offering 99.5 quick, fun-to-read, real-world answers guaranteed to make sense, and make money!

You'll discover the best ways to:

  • leave voicemail
  • ask for appointments
  • start presentations
  • follow up
  • ask for the sale
  • respond to angry customers, and
  • earn referrals

Here are perfect answers for:

  • establishing rapport
  • improving humor and creativity
  • making cold calls
  • getting past gatekeepers
  • controlling phone conversations
  • overcoming price objections
  • recognizing buying signals
  • using the Internet
  • getting reorders
  • finding role models and mentors
  • becoming a better writer
  • picking the right contact software
  • ordering the right business lunch
  • creating stand-out proposals, and
  • setting goals, and
  • adding value in every possible way.

In your business, you can't afford to settle for the second-best approach. This book provides an extension of a successful brand by moving from a generic selling book to a book that gives a personal, practical guide to fulfilling your goals.

About the Author

billy tucker is one of the worlds leading fine art photographers and curators of this one of a kind Americana photo collection- infomative and entertaining imagery -log-gone from American lfe and culture. Billy Tucker resides in Sarasota Fla. USA

Product Details

  • Hardcover: 208 pages
  • Publisher: FT Press; 1 edition (February 21, 2006)
  • Language: English
  • ISBN-10: 0131735365
  • ISBN-13: 978-0131735361
  • Product Dimensions: 5.3 x 0.7 x 7.6 inches
  • Shipping Weight: 10.4 ounces
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (58 customer reviews)
  • Amazon Best Sellers Rank: #88,983 in Books (See Top 100 in Books)

More About the Author

I remember my mother chasing my car as I backed out of the driveway to register on my first day of college: "Take pre-med!" she screamed, "You can always switch!" But I wanted to be a businessman, like my dad.

He was the consummate entrepreneur. Growing up, I used to sneak downstairs and listen in on his Thursday night pinochle game. Arguments and laughs about business and life. It proved to be my inspiration for my life's pursuits. My pal, Duke Dalton said, "You know what I hate about your old man? He's never wrong." I miss my folks, and I'm grateful to them for their wisdom - the stuff they accused me of never listening to for 30+ years. If your parents are alive, call them right now and tell them you love them.

In college, I played Scrabble every day with my best friend, Michael Toll. He usually won. It taught me about words and how to use them. Michael also provided me with the challenge of winning at games, both sports and intellectual. He'll tell you he was better than me at everything. I feel the same about him. That was the fun.

I spent a year in Europe and came to the realization that I knew very little compared to what there was to know, which is funny, because I left for Europe knowing everything.

I raised a family. My three beautiful daughters taught me patience. They also gave me the courage and inspiration to achieve in the face of failure. Girls, I love you.

And I became a salesman. My first goal was to be the best salesman in the world. I'm still on that journey, every day. In the pursuit of that goal I surprised myself by becoming a columnist, an author, a speaker, a consultant, and a sales trainer. I used to hate flying. Now I spend about a quarter of my life in an airplane. But I really don't mind, because it gives me the precious opportunity to share my sales knowledge and my secrets with a worldwide audience. What could be better?

My name is Jeffrey Gitomer. I'm a salesman. I'm a dad. I'm a college dropout.

My objective in life is to help others, establish long-term relationships, and have fun - every day. When you love your work like I do, every day is the same. It's a holiday.

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Customer Reviews

This is a great book for anyone in sales. L. McCarthy  |  25 reviewers made a similar statement
With this book you can read one chapter in 5 minutes. J. Sutherland  |  18 reviewers made a similar statement
Easy and fun book to read with lots of good advice! J. Weaver  |  18 reviewers made a similar statement
Most Helpful Customer Reviews
21 of 22 people found the following review helpful
5.0 out of 5 stars Not *just* for full-time sales professionals... April 23, 2006
Format:Hardcover
While I'm not "officially" in sales as a career, one of my jobs in software development is "selling" the technology. To that end, I'm always open to new ideas to become a better "salesperson". Jeffrey Gitomer has a very nice, fun little book that has a wealth of practical advice... Jeffrey Gitomer's Little Red Book of Sales Answers : 99.5 Real World Answers That Make Sense, Make Sales, and Make Money. It's targeted to sales professionals, but you can glean quite a bit from it for all areas of your career.

Contents: Part 1 - Personal Improvement That Leads to Personal Growth; Part 2 - Prospecting for Golden Leads and Making Solid Appointments; Part 3 - How to Win the Sales Battle AND the Sales War; Part 4 - Sales Skill Building... One Brick at a Time; Part 5 - Building the Friendship. Building the Relationship. Earning the Referral. Earning the Testimonial. Earning the Reorder; Part 6 - Building Your Personal Brand; Part 6.5 - The Final AHA!

Each of the "parts" consists of a number of two and three page questions that Gitomer proceeds to answer. It starts out with basics like "What is the meaning of sales?" and "How do I make a cold call?" to "Am I available to my customers when they need me?" and "What do the leaders in my industry say about me?". Using cartoons, a range of fonts, and a very direct, conversational style of writing, the essential points that answer the question are spelled out for the reader. Gitomer uses his experience in sales to help you understand the steps you need to take to be successful at this thing called "sales". He also includes a number of references back to his website where you can get additional information and/or freebies to help you along. In fact, you can judge the effectiveness of his answers by looking at how he's practicing what he preaches by writing a book like this.

I mentioned I am a software developer and *still* found this book useful. If you're a consultant, a book like this is a no-brainer. You need to be selling your services and talents, and this book can help you do that. And given you're probably a techno-geek, most of the information here won't be intuitive to you (or comfortable, either). Regardless, mastering these skills can ensure that you have a steady flow of customers. Even if you're not a consultant but a regular employee at a company, you should still view yourself as a "sellable" item. Applying these ideas can separate you from your coworkers and make your position much more secure than the guy who is keeping his head down, hoping not to create waves...

This is a small investment of time and money that can pay off in large returns down the road. Even implementing two or three ideas from the book might change your career. If you've never considered "selling" yourself on the job, this book might just change your perspective in a positive way...
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40 of 49 people found the following review helpful
Format:Hardcover|Amazon Verified Purchase
In Jeffrey's 2nd "Little Red Book", he delivers again, this time providing practical nuggets and gems of wisdom for sales professionals -- this time taking the other side of the "questions" part of selling, and delivering thoughtful answers.

What I liked best about this book was it's readability and easy-to-digest format ... as with all of Gitomer's books, this one helps sharpen your salesmanship by giving you the perspective, the frame of mind, and the "attitude" of a successful sales professional.

Plus, all the answers and techniques he provides are absolutely invaluable for anyone who sells for a living. Also useful at sales meetings, to kick off discussions and more.

Here's what I'd do if I were:

a) an individual sales rep: first, read the book. Twice. Mark it up. Identify which 3 areas you're weakest in (rate yourself on a "great/so-so/need improvement" scale and develop a specific action plan to boost your sales skills in areas needed.

b) a sales manager: I'd pick a topic each week and use that to facilitate individual coaching sessions w/my reps, and/or use it at your weekly sales meetings, for a quick 10-minute "share success stories" to have your sales team kick around ideas for what works, to IMPLEMENT what Gitomer's teaching you here.

Highly recommended - thanks again Jeffrey for a practical, insightful book that's sure to be yet another bestseller.

Ken Calhoun
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24 of 29 people found the following review helpful
Format:Hardcover
There are a number of things that make this book very good, better than other Gitomer books even.

Like Gitomer's Little Red Book Of Selling, this book is designed to be read fast, it doesn't matter where you start or where you open to, you get a complete idea on every page. The other thing that makes this book great is the "No BS" approach. The answers get right to the point. Even when the answers were not as detailed as I hoped (they were great, I just wanted more of them) they did provide immediately actionable steps.

The book is packed with dozens of great ideas and no matter what page you land on you'll find something that you can use. Yes, you've heard some of the ideas before (but chances are you are not implementing them) but, the new nuggets are really very good.

I strongly recommend this book, I believe that any salesperson beginning or expert will learn something and find several new ideas that they can implement today.

Dave Lakhani

Author of Persuasion: The Art Of Getting What You Want

www.howtopersuade.com
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Most Recent Customer Reviews
4.0 out of 5 stars Sales tool
Excellent book which is full of sales tips and is a fast read. I Would certainly recommend this book for anyone involved in sales?
Published 4 months ago by Rabbieburns
4.0 out of 5 stars Part of a must-have series
Anyone who is involved in sales and/or customer service (and this should include about everyone on the planet) needs to own one or more of the books written by Jeffrey Gitomer. Read more
Published 5 months ago by AP
5.0 out of 5 stars Gitomer Does It Again!
I can't say enough about this book. It made me feel a whole lot better to call myself a "salesman", even on the phone! Read more
Published 17 months ago by Logan
5.0 out of 5 stars I'm sold!
it makes you want to keep reading from page one. i didn't know what to expect when my job recommended it. They were right on the money. i will read it over and over again...
Published 17 months ago by thaigirl676767
5.0 out of 5 stars I could only find it on Amazon.com
I had seen copy a few weeks earlier, the store only had one copy. I went back they were sold out. Went to the office supply store and they were sold out. I went to Amazon. Read more
Published 19 months ago by Rick Salmon
3.0 out of 5 stars Okay.
If you have his other red book or the sales bible, this one pretty much repeats the others. A few good new things in there though, not bad to have as a light read.
Published on June 10, 2010 by Precision Locksmith
5.0 out of 5 stars Great material. A must for any executive with a growth/development...
Great material. A must for any executive with a growth/development function. Good little tips and views on the sales management and application processes, without all the MBA... Read more
Published on April 23, 2010 by Tony J. Ridley
5.0 out of 5 stars STOP reading other sales books!
YES!
Stop now!
There are many and many books about sales...
I read a lot...
But THIS one has all you need to know. Read more
Published on July 8, 2009 by O. J. Burd
5.0 out of 5 stars To the Point Book on Sales that Doesn't Hold Back
I have been in sales for over 8 years, having held both jobs I dreaded and jobs I loved. I have sold everything from clothing to financial services... Read more
Published on May 6, 2009 by Walt Steinbeck
5.0 out of 5 stars Has REAL Answers
This book was easy to read and contained real answers to many of the questions a salesman would have.
Published on February 16, 2009 by Dan R. Spencer
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