The Little Red Book of Selling: 12.5 Principles of Sales Greatness (VIDEOBOOK) [Audiobook, MP3 Audio, Unabridged] [MP3 CD]

Jeffrey Gitomer (Author, Reader)

Book Description

Publication Date: September 9, 2008

Join a new generation of listeners who have discovered the groundbreaking new V-Book™ format, brought to you by Simon & Schuster Audio and Jeffrey Gitomer, as a powerful and flexible new technology for improving your life and your career.

The V-Book™ edition of Jeffrey Gitomer's Little Red Book of Selling presents over four hours of iPod-ready digital video and audio that you can watch or listen to anytime, anywhere.

The breakthrough V-Book technology allows you to turn your laptop, DVD or MP3 player into your own personal sales seminar recorded live in Jeffrey's studio. On only four discs, you get Jeffrey's dynamic, inspiring presentation of his entire New York Times and Wall Street Journal bestseller in three different formats:

• DVD video
• iPod ready digital video on DVD-ROM
• MP3 audio

The two DVD discs offer the complete video presentation of the book on traditional DVD. Pop them into any DVD player or DVD-equipped computer whenever you want to keep everyone excited and motivated.

The DVD-ROM contains the complete video presentation of the book in digital video files that you can watch on your computer or load onto your iPod, so you'll always have easy access to a quick video jolt of Jeffrey's hard-hitting sales advice at your fingertips.

Finally, the MP3 disc gives you Jeffrey's lively presentation of the unabridged audiobook - a piece of sales performance art you'll want to experience again and again - in files that will play on any MP3 player or computer.

Whether you watch, listen, or both, Jeffrey's proven Principles of Sales Greatness will help you convert selling skills to buying motives and urge you to a higher, helping purpose of every day.

Editorial Reviews

From Publishers Weekly

If salespeople are worried about how to sell, Gitomer (The Sales Bible) believes they are missing out on the more important aspect of sales: why people buy. This, he says, is "all that matters," and his latest book aims to demystify buying principles for salespeople. From the red cloth cover to the small trim size to the amusing (but not cloying) cartoons on almost every page, this is an appealing and accessible book. The author is obviously enthusiastic, if not manic, about sales, and though some of his mantras verge on hokey, much of his prose is straightforward and realistic. Each chapter includes a mini table of contents, pull quotes and takeaway sound bites, examples of typical whines from salespeople (e.g., "the client said they spent their whole budget") paired with a positive response (e.g., "Decision makers make the budget. Non-decision makers spend the budget"), and plenty of advice and ideas that can be taken in and studied as a whole or referred to at random for inspiration.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to the Hardcover edition.

Review

This isn't just a red book; it's a Red Bull of high-energy sales tips & counsel. -- David Dorsey, The Wall Street Journal (May 3rd 2006) --This text refers to the Hardcover edition.

See all Editorial Reviews

Product Details

• MP3 CD
• Publisher: Simon & Schuster Audio; Videobook edition (September 9, 2008)
• Language: English
• ISBN-10: 0743573765
• ISBN-13: 978-0743573764
• Product Dimensions: 7.2 x 5.2 x 1 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 4.3 out of 5 stars  See all reviews (154 customer reviews)
• Amazon Best Sellers Rank: #278,555 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.

Customer Reviews

Most Helpful Customer Reviews

155 of 172 people found the following review helpful:

2.0 out of 5 stars Rah Rah without substance, April 20, 2005

By 

mruseless "mruseless" (Highlands Ranch, CO USA) - See all my reviews

This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)

This book is one of dozens out there that should go in the motivation section rather than the sales section. If you need motivation, this book is great. But if you are looking for solid advice on how to improve your sales technique, don't waste your money. The book is littered with cute phrases like "Kick your own ass", and "the more you love it, the more you will sell".

I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation. But I quickly became tired of "Rah-Rah, I'm the best salesman ever, and you suck unless you work harder." Don't get me wrong, everyone could stand to work harder. But that wasn't what I was looking for.

If you want motivation, read this book. If you want solid sales advice, read "SPIN Selling", or "Soft Sell".

66 of 72 people found the following review helpful:

1.0 out of 5 stars Should be titled, "Little Red Book on How to Be a Salesman", March 19, 2006

By 

David Brown (Colorado USA) - See all my reviews
(REAL NAME)   

This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)

Mine is obviously a dissenting opinion, but I vehemently disliked this little book. As one of the previous reviewers so aptly pointed out, it is not about selling, it is about personal motivation. If you need somebody to tell you the obvious things you need to do to be a successful sales person, then this book may help you. But if you're interested in learning about the sales process, there's just not much here.

The bombastic and cutesy writing quality is a big put-off for me, from the numbered lists that all end in ".5" to the use of semi-outrageous language. The author warns his readers that, "This book contains language used by real people used <sic> in real situations in sales." I don't know what crowd he is selling to, but I have been in sales for thirty-five years and I don't recall anyone ever using the word "puke" in a business conversation. The author must really like that word, as he overuses it throughout the book.

My biggest disappointment was that he actually hooked me in the introduction with the concept that we really should be studying how customers buy rather than how salesmen sell. That seemed like a clever and viable to way look at the selling/buying process, but there was unfortunately no follow up on that idea throughout the remainder of the book.

If you're trying to pump yourself up or have work ethic issues, then maybe it's worth the purchase, but if you appreciate good writing and thoughtful analysis, don't waste your twenty bucks.

18 of 19 people found the following review helpful:

3.0 out of 5 stars Irritating at times, some good stuff, May 25, 2005

By 

Scott Reed (Louisville) - See all my reviews
(REAL NAME)   

This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)

Some of this stuff isn't practical, like having your kid leave voice mail messages for hard to reach prospects (note to Jeff...it didn't work!).

However, the section about power questions was right on the money. 95 percent of all salespeople ask stupid, pointless questions. Power questions work.

A strong 3 1/2 stars. Not the best I've read, but worth the $$$.