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Little Red Book of Selling: 12.5 Principles of Sales Greatness Hardcover – September 25, 2004


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Little Red Book of Selling: 12.5 Principles of Sales Greatness + SPIN Selling + Secrets of Closing the Sale
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Product Details

  • Hardcover: 220 pages
  • Publisher: Bard Press; 1st edition (September 25, 2004)
  • Language: English
  • ISBN-10: 1885167601
  • ISBN-13: 978-1885167606
  • Product Dimensions: 7.6 x 5.3 x 0.8 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (282 customer reviews)
  • Amazon Best Sellers Rank: #2,412 in Books (See Top 100 in Books)

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.

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)

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

This guy "GETS IT" and you will too if you buy the book.
Mick Hager
I have supplied several of my sales account managers around the country with this book in the last several weeks.
Karen M. Ballaban
The book is also written in a very entertaining way and is easy to read as well as to refer to quickly.
O. Halabieh

Most Helpful Customer Reviews

234 of 256 people found the following review helpful By mruseless on April 20, 2005
Format: 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".
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117 of 126 people found the following review helpful By David Brown on March 19, 2006
Format: 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.
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44 of 49 people found the following review helpful By Steven Kempton on February 26, 2005
Format: Hardcover Verified Purchase
I have been in sales for at least seven years full time as an Executive Search Recruiter in the US, Japan, and New Zealand. I am a big believer in personal development and so I have read my fair share of sales books. To be honest there are books that forget to tell you that it will be difficult and take time to grow your business and ability but Jeff Gitomer's book does neither of these things. He is brutally honest and at the same time inspirational in his goal to make you the best salesperson you can be.... for life. This is not a book for people who need a quick fix to get them out of a slump or to even convince them that a sales career is for them. Jeff's main focus is on techniques and attitude to be the best. Not half way there, but the very best. He doesn't prescribe shortcuts although you can take pieces of his advice and use them the next day, ultimately he is suggesting you take the time to put your heart into your work for a lifetime. It is a concept that people who go to work for a pay check may really struggle to put into practice for an employer, but for business owners and those who want to push themselves for lifelong sales and professional achievement then I highly recommend this book to you.
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28 of 30 people found the following review helpful By Scott Reed on May 25, 2005
Format: 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 $$$.
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32 of 38 people found the following review helpful By SDB on March 12, 2008
Format: Hardcover Verified Purchase
I'm sure Mr. Gitomer is a good salesman since he, after all, managed to sell me his book. But he's not a good author and his book is not worth the time. His practical advice ranges from things like "don't whine", "buy your own laptop if your company won't buy you one" to "stay up late to prepare for next day instead of watching TV."

Maybe there is some good advice in this book for children selling lemonade down the street, but its a joke for any true Sales/Marketing professional. There are tons of better books out there, don't waste your time on this one. For good books on complex sales, try "Solution Selling" by Bosworth or "Hope is not a strategy" by Page. They lay out a proven, scientific and structured approach to the entire sales cycle. My company uses it routinely to great effect.
Solution Selling: Creating Buyers in Difficult Selling Markets
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
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25 of 30 people found the following review helpful By Billy Bob on August 8, 2006
Format: Hardcover
I bought this book in a moment of weakness. I'd had a rough prospecting day, was feeling down, and wondered into Barnes & Noble looking for something to cheer me up. The layout and feel of this book are great, they draw you in...but that's about it. When you delve into the material, you'll find it to be very shallow. Nothing new at all! In fact, it's a complete waste of time. I'm shocked to see all the good reviews.
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