I know if I improved my sales skills, my business would grow. Here are three of his principles that resonated with me:. Only value and relationship building can create that. The more value you give away freely, the higher the perceived value will be of what you are selling.
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Would you like to tell us about a lower price? If you are a seller for this product, would you like to suggest updates through seller support? Until now, there has been no definitive "little red book" for the millions of sales-people across the globe. The Little Red Book of Selling by sales master Jeffrey Gitomer fills that void with an edgy, practical, and fun resource that salespeople will love-and sales managers will buy by the case.
Salespeople hate to read. It's packed with answers that people are searching for in order to help them make sales for the moment-and for the rest of their lives. In The Little Red Book of Selling salespeople will learn why sales happen and a philosophy of success-long term, relationship driven, and referral oriented-nothing to do with manipulation or other seedy tactics.
It has everything to do with understanding buying motives and taking ethical actions. Read more Read less. Frequently bought together. Add all three to Cart.
These items are shipped from and sold by different sellers. Show details. Ships from and sold by Amazon SG. Customers who viewed this item also viewed. Page 1 of 1 Start over Page 1 of 1. Previous page. SPIN Selling. Little Red Book of Sales Answers: Next page. Customers who bought this item also bought. No customer reviews. How does Amazon calculate star ratings? The machine learned model takes into account factors including: the age of a review, helpfulness votes by customers and whether the reviews are from verified purchases.
Review this product Share your thoughts with other customers. Write a customer review. Most helpful customer reviews on Amazon. Verified Purchase. It is my intent that the discussions of the chapters kindle your interest and spur you on to buy the book. 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.
Principle 6. If you can't get in front of the real decision maker.. At appointment, ask, "How will this decision be made? Principle 7. Engage me and you can make me convince myself: Ask, "What has been your experience with?
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 Reduce their risk and you'll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc. When you say it about yourself it's bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle. Antennas up! Always be on the lookout for opportunities. 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. To say that Jeffrey Gitomer is prolific would be an understatement I've read the majority of his books and will say that this is the "If you're only going to buy one Jeffrey Gitomer book" book. While "The Sales Bible" may be seen by some as his "Greatest Hit," this is the book that pretty much lays out the foundation of his sales philosophy that you will find in every book that followed.
If I were a sales manager, I'd make it required reading for every one of my salespeople. So what's in it, and why is it so good? First, he makes it clear that it's all about you and your attitude. You believe in yourself, your products, and your services, and you are driven to win If you're a "believer," then you can be of service to your customers.
You never cut your price to close a sale because you leave money on the table, and you diminish the value of what you have to offer in the eyes of your customer.
There are books whose primary aim is to make you feel good about yourself in a warm and fuzzy way. This isn't one of them.
If you read this book and USE it It's unavoidable. This is how it's done. That is a great introductory book on sales. If you know mostly nothing about sales this can be useful for you. On the other hand if you are already experienced on the field you may find it rather basic, but still containing bits of knowledge and tips that many salesman either forget, dont know, or just dont apply. Even if you are not from the sales field the book can be useful because even if you dont sale products or services, we are always selling ideas to others.
The book has over 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 You should memorize those and then delve into the chapters that detail each one of them.
There is a chapter for each of the This book addresses sales with a lively combination of humor and professionalism to help salespeople get their feet in many more doors. For those who are running into dead ends, stale leads, price objections, and unreturned phone calls, Gitomer has created The Little Red Book of Selling to show them how to get past the usual obstacles and sell their products and services with new zest and vigor. 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 read this book based on a recommendation. It seemed like it could be helpful and I'm all about growth.
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. Glad I picked it up.
Little Red Book of Selling : 12.5 Principles of Sales Greatness
3 Sales Lessons from The Little Red Book of Selling
His real-world ideas and content are also available as online courses at www. The firstmost dumbest? The Internet. Enter theircompany name on Google or other search engines like dogpile. There may be an article or other important information. Then enter thename of the CEO.
Little Red Book of Selling: 12.5 Principles of Sales Greatness: How to Make Sales Forever
Excerpt Little Red Book of Selling V-Book Launch
People will only do business with others once they know them, like them, and trust them. The Little Red Book of Selling is like a pocket-reference guide for the salesperson who wants to learn how to sell their most important product of all— themselves. This book gives the reader There are at least three principles the author repeats, in one form or another, throughout the book. One principle is being prepared for the sale.