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Little Red Book of Selling: 12.5 Principles of Sales Greatness Hardcover – September 25, 2004
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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 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)
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Top customer reviews
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.
As quick warning, this is geared towards a salesman type job, with sales calls, etc. nonetheless the information is still useful.
My experience with people that are successful in sales is that they typically acquired the type of skills presented by Mr. Gitomer.
If someone wants additional techniques it should look elsewhere for information that is more specific to the sales problem that the professional is facing. Several books will complement this book like:
Books centered around research done by Xerox on customer buying behavior:
Customer Centric Selling
Books related to the way you present:
Presenting to Win
The Power Presenter
Lead with a Story
For those involved in Selling Software and similar products:
Demonstrating to Win!
Selling with a Noble Purpose
The One Thing
I think the little red book is just the beginning of the journey!
Gitomer is right that most sales people already know what to do. This is a more why aren't you following these priciples and if you did you would get better. If you read it and don't put it into action, you will get what you always got.
If you like a bare bones, gritty, tough kick in the butt style of prose, this is the book for you. No fluff all stuff. There are some gems in the book and it (at least for me) is thought and action provoking.
This (like many sales books) is geared mainly to selling to business. I sell the world's finest motorcycles (retail) and still found plenty of useful information.
If you know it all, skip it. If you don't (and who really does?)get this book. You can only get better.