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Little Red Book of Selling: 12.5 Principles of Sales Greatness Hardcover – September 25, 2004
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"Enlightenment Now: The Case for Reason, Science, Humanism, and Progress"
Is the world really falling apart? Is the ideal of progress obsolete? Cognitive scientist and public intellectual Steven Pinker urges us to step back from the gory headlines and prophecies of doom, and instead, follow the data: In seventy-five jaw-dropping graphs, Pinker shows that life, health, prosperity, safety, peace, knowledge, and happiness are on the rise. Learn more
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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)
Top customer reviews
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Basically, let me save you a few dollars.
Get to know your clients.
Be original to get prospects on board.
Ask consultative questions when you are hit with objections. "I need to talk to my wife." "Is your wife the one who makes most of the financial decisions? We could schedule a sit down appointment to discuss widgets with both of you here?"
etc. Pretty quick read.
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.
It also makes a great gift for those who need a bit more presence, i.e. an ability to sell one's ideas by selling one's self. Although my engineering firm has no salesmen, we do have an abundance of smart but sometime shy and ineffective young engineers who need the interpersonal skills and confident demeanor that the best salespeople display. They each received a copy.
I gave a copy to a recent graduate too and to a young man making a career change. They don't teach you these things in college.
I need another stack of these since the book makes such a nice gift.
When I first came across the book, I was had just been hired on by a 4 star restaurant that was very renowned where a $50 night was a really bad night. At the restaurant I was coming from, $50 in a night was the equivalent of hitting the Jack pot in Vegas. I was moving into a whole new field of sales and I needed guidance, what the book gave me was a miracle. I learned that the number one thing you sell to a client is not the product, but your service. Using what this book a couple more of his book, as well as online info provided, I became the most requested waiter at this restaurant, despite a wait staff of beautiful women, and I also walked away with almost double any of the other servers walked away with ($200-400) a night, and that was the norm for me. I learned not to market food, but to market myself.
They came to the restaurant and loved the food, they came there often because of me. I would have people lined up at the door waiting for my service. And I'm not some natural conversationalist. I actually suck at general conversation and am very introverted.
This book has mounds of information that is far beyond the given price of the book. Doesn't mean I didn't try to save a few dollars by buying the used copies, but if you're in sales, you'll make your money back, easy day.