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

~ Jeffrey Gitomer (Author, Reader)
4.3 out of 5 stars  See all reviews (129 customer reviews)
List Price: $49.95
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Frequently Bought Together

Customers buy this book with Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books) by Jeffrey H. Gitomer

The Little Red Book of Selling: 12.5 Principles of Sales Greatness (VIDEOBOOK) + Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books)
Price For Both: $46.56

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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.
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Product Details

  • MP3 CD
  • Publisher: Simon & Schuster Audio; Videobook edition (September 9, 2008)
  • Language: English
  • ISBN-10: 0743573765
  • ISBN-13: 978-0743573764
  • Product Dimensions: 7.3 x 5.2 x 1 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (129 customer reviews)
  • Amazon.com Sales Rank: #608,197 in Books (See Bestsellers in Books)

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Jeffrey H. Gitomer
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Customer Reviews

129 Reviews
5 star:
 (86)
4 star:
 (24)
3 star:
 (4)
2 star:
 (7)
1 star:
 (8)
 
 
 
 
 
Average Customer Review
4.3 out of 5 stars (129 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
117 of 129 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".
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39 of 41 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.
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12 of 12 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 $$$.
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Most Recent Customer Reviews

5.0 out of 5 stars Gitomer- Little Red Book of Selling
I just got a Gitomer`s Little Red Book of Selling and it`s really shocked me. Because the book were shipped in a very short time and the quality is very high. Read more
Published 1 month ago by Elimdar Bayramov

5.0 out of 5 stars A handbook for achievement by ensuring we get all the basics right
This book was extremely good at getting me back to the essential basics. Basics that I learnt 20 years ago but which I had forgotten. Read more
Published 1 month ago by Rob Colonnello

4.0 out of 5 stars Yep!
I've followed Jeffrey for a long time now and I have read all of his books. The thing that is great is that his books are simple to read but have a lot of good information in... Read more
Published 2 months ago by Chad Kolarcik

4.0 out of 5 stars FOR SERIOUS SALES PEOPLE ONLY
Everyone thinks there is a SECRET to selling....NOT!
Selling SUCCESSFULLY is continiously applying the PROPER effort on steps to closing a sale. Read more
Published 4 months ago by Robert Kenimer

2.0 out of 5 stars He markets himself well, but a lot of things are obvious or questionable
While Jeffrey Gitomer seems to really do an effective job throughout the book of cross selling you on both his other books and his websites, I don't really find this book to... Read more
Published 5 months ago by Shawn S. Augsburger

5.0 out of 5 stars Sell THIS!
Do not read this book if you are a sales person with thin skin... but then again, if you have thin skin WHY are you in sales?! Read more
Published 5 months ago by Leo Novsky

5.0 out of 5 stars Little Red Book of Success
When I first picked up this book, I was under the impression that this book will focus on direct selling techniques. Read more
Published 7 months ago by Omar Halabieh

2.0 out of 5 stars Needs work... a LOT of work
This book is poorly written, poorly formatted, poorly laid out... that said, there are some good things (else he gets 1 star) but they are few and far between and almost not worth... Read more
Published 10 months ago by Capitalist Tool

4.0 out of 5 stars What makes a top salesperson?
I found this to be most valuable reading. It ends with a list of the top ten qualities of a very successful salesperson, in her opinion. Read more
Published 10 months ago by Melanie Morris

1.0 out of 5 stars Poor Quality CDs
#3 and 4 CDs could not be played on the computer.
Note: This has nothing to do with Gitomer's content which is great(I have read the book. Read more
Published 10 months ago by Cleve Adams

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