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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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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.
I've been in sales 13 years and boy, did Jeffry kick my butt!!
I love how he puts it to you straight. He says, "if you can't get past the gate keeper, you suck"
I laughed but changed my approach & his advice works.
I'm already reading it a second time bc it's so jam packed with advice that works!!!
Helps me in the day-to-day to improve and redefine my sales skills by:
- Suggest creative methods and strategies to make sales
- Detect my inefficiencies in the sales process
- The important of networking as a process to get leads, as a more efficient method than cold calling
- Typical mistakes of sales guys, that seem so obvious after reading the book
- Eliminate the self-victimism and complaining when sales are low, and review my sales process
I recommend this book both for the person that intends to enter into the sales world, and also for
anyone who's already in sales, as it provides very enriching information