Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books) (Hardcover)

by Jeffrey Gitomer (Author)

Editorial Reviews

Product Description
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...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...setting goals...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.

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.

See all Editorial Reviews

Product Details

• Hardcover: 208 pages
• Publisher: FT Press (March 3, 2006)
• Language: English
• ISBN-10: 0131735365
• ISBN-13: 978-0131735361
• Product Dimensions: 7.8 x 5.3 x 0.7 inches
• Shipping Weight: 14.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars See all reviews (51 customer reviews)
• Amazon.com Sales Rank: #29,631 in Books (See Bestsellers in Books)

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  #28 in	Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques

Customer Reviews

Most Helpful Customer Reviews

11 of 12 people found the following review helpful:

5.0 out of 5 stars Not *just* for full-time sales professionals..., April 23, 2006

By	Thomas Duff "Duffbert" (Portland, OR United States) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

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...

34 of 43 people found the following review helpful:

5.0 out of 5 stars Gitomer's 2nd Red Book Highly Recommended for Sales Pros, March 11, 2006

By	Kenneth Calhoun "StockTradingSuccess.com" (Colorado, USA) - See all my reviews (REAL NAME)

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, CEO and
Fortune 500 Sales Trainer

21 of 26 people found the following review helpful:

5.0 out of 5 stars Every Tough Sales Question Answered - Love the No BS Approach, April 3, 2006

By	Dave Lakhani "BoldApproach.com" (Boise, ID United States) - See all my reviews (REAL NAME)

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