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Little Red Book of Selling: 12.5 Principles of Sales Greatness Kindle Edition
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|Length: 230 pages||Word Wise: Enabled||Enhanced Typesetting: Enabled|
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From Publishers Weekly
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to an alternate kindle_edition edition.
About the Author
Jeffrey Gitomer is the world's #1 expert on selling. He is the author of Little Green Book of Getting Your Way, as well as the Wall Street Journal and Business Week bestsellers Little Good Book of YES! Attitude, Little Red Book of Selling, The Little Red Book of Sales Answers; The Sales Bible; and Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless. He gives over 100 presentations a year, serving customers ranging from Coca-Cola to Cingular Wireless, Wells Fargo Bank and IBM to Mercedes Benz. --This text refers to an alternate kindle_edition edition.
- File size : 1558 KB
- Publication date : September 25, 2004
- Word Wise : Enabled
- Print length : 230 pages
- Publisher : ; 1st edition (September 25, 2004)
- ASIN : B000WH7PCC
- Language: : English
- Enhanced typesetting : Enabled
- X-Ray : Enabled
- Screen Reader : Supported
- Text-to-Speech : Enabled
- Lending : Not Enabled
- Best Sellers Rank: #164,751 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
Top reviews from the United States
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Principle 1. Kick your own ass: Your buyers must like you. Liking leads to trust. Trust leads to buying.
Principle 2. Prepare to win, or lose to someone who is: Be clear about the objective of the meeting with the prospect.
Principle 3. Personal branding is sales: Establish yourself as an expert. Show up where the decision makers are. Become a resource.
Principle 4. It's all about value: Give free talks at Kiwanis or Rotary clubs; give a guide for free in exchange for a business card.
Principle 5. It's not work, its Network: Traditional organizations are mentioned: Kiwanis, Rotary, etc. (but what about Meetup?)
Principle 6. If you can't get in front of the real decision maker..: Sell the appointment, not the product. At appointment, ask, "How will this decision be made?" to find decision maker.
Principle 7. Engage me and you can make me convince myself: Ask, "What has been your experience with?..." to understand prospect's evaluation criteria and to engage them.
Principle 8. If you can make them laugh, then you can make them buy: Tell funny story to demonstrate point.
Principle 9. Use creativity to differentiate and dominate: Change voicemail outgoing message to something about your product, an inspiring quote, or a recorded testimonial.
Principle 10. Reduce their risk and you'll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc.
Principle 11. When you say it about yourself it's bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle.
Principle 12. Antennas up! Always be on the lookout for opportunities.
Principle 12.5. Resign your position as general manager of the universe: Don't spend time or energy on things you can't control.
Overall, I found the book interesting with useful elements I can use in "selling" my ideas. The book would be much improved, in my opinion, with more up-to-date material, such as how the Internet has changed the sales process, and how newer networking alternatives, such as Meetup, has changed prospecting. Recommended for relationship-based sales people wanting a motivational message.
The book has over 200 pages, but the pages are short and you can plow through it rather easily. You can read it in a day depending on how fast you read. IMO the most important points are the 18.5 actions and the 12.5 principles of selling. You should memorize those and then delve into the chapters that detail each one of them. There is a chapter for each of the 12.5 principles, and the 18.5 actions are spread throughout the chapters.
Filled with more than a dozen principles of sales greatness, as well as numerous lists and attack plans for dealing with difficult customers, The Little Red Book of Selling offers the answers to just about every sales question a salesperson could ask, and provides the firsthand experiences and positive enthusiasm to drive them home with vitality and optimism.
Highly recommended for an individual or team in the sales profession.
I have to say, I really didn't think I was going to enjoy this book. Gitomer is terse and curt, but to his credit he tells you so at the beginning of the book. I thought I'd put it down, but as a practice of self-discipline, I decided to read the whole thing first.
It's a gem. It really is. I can do without his whole "alpha male"-like speech in the beginning, but I found this book very valuable in the end. It's not something you can read once, so I was sure to highlight throughout. Get this book, read it AT LEAST twice, and actually implement what you read.
Glad I picked it up. It's a keeper.
Top reviews from other countries
Particularly when he mentions find out the why in a prospect.
Would recommend this to anyone ambitious and wanting to start a business or company one day.