Little Red Book of Selling: 12.5 Principles of Sales Greatness

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Editorial Reviews:

Product Description
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment--and the rest of their lives.

Customer Reviews: Read 110 more reviews...

2 out of 5 stars

Rah Rah without substance April 20, 2005
94 out of 104 found this review helpful

This book is one of dozens out there that should go in the motivation section rather than the sales section. If you need motivation, this book is great. But if you are looking for solid advice on how to improve your sales technique, don't waste your money. The book is littered with cute phrases like "Kick your own ass", and "the more you love it, the more you will sell".

I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation. But I quickly became tired of "Rah-Rah, I'm the best salesman ever, and you suck unless you work harder." Don't get me wrong, everyone could stand to work harder. But that wasn't what I was looking for.

If you want motivation, read this book. If you want solid sales advice, read "SPIN Selling", or "Soft Sell".

5 out of 5 stars

Worth Far More than the Price September 1, 2004
44 out of 69 found this review helpful

Before you read this review and think you are going to get objectivity. You aren't. I consider Jeffrey Gitomer a good friend. That means he has tons of integrity, cares about people and is unwavering in his desire to give tons of value to everyone he meets. Sometimes he's tough as nails. Sometimes soft as a kitten. So with that in mind....

Jeffrey Gitomer's new book is probably my favorite for a lot of reasons.

First, let's talk about the content (isn't that all there is in a book?). He gives specific tips for how to brand yourself (something that I've written about having discovered the same things that Jeffrey has). It's must do stuff.

He hammers on value. If the guy on the other end of the phone or conversation says anything but "yes!" the value hasn't been establish. The relationship hasn't been established.

Then there is price. How important is it? How do you meet the price concerns? It's here.

Maybe most important are his distinctions between success and failure in selling.

So the content is excellent.

Move to the book itself. It is beautiful. It combines a feel of a school book you may have had ...when you were very young. You open the book and it is FUN. I normally don't talk about illustrations....but they make the book instantly readable and memorable...and in this case that's an exciting part of the book because it brings you back and cements the messages of the book into your unconscious mind.

Just flipping the pages gives you instant ideas on how to sell your products or services that Jeffrey probably never intended. The combination of a DIFFERENT feel to the book. Different layout. Everything. Just having the book literally on your desk gives you ideas that are useful.

Maybe my subjectivity is overwhelming.

The book itself is not profound. It is simply on target and designed at least unconsciously to bury salesmanship into the deepest parts of your mind.

Kevin Hogan
Author of The Psychology of Persuasion

1 out of 5 stars

Should be titled, "Little Red Book on How to Be a Salesman" March 19, 2006
22 out of 22 found this review helpful

Mine is obviously a dissenting opinion, but I vehemently disliked this little book. As one of the previous reviewers so aptly pointed out, it is not about selling, it is about personal motivation. If you need somebody to tell you the obvious things you need to do to be a successful sales person, then this book may help you. But if you're interested in learning about the sales process, there's just not much here.

The bombastic and cutesy writing quality is a big put-off for me, from the numbered lists that all end in ".5" to the use of semi-outrageous language. The author warns his readers that, "This book contains language used by real people used in real situations in sales." I don't know what crowd he is selling to, but I have been in sales for thirty-five years and I don't recall anyone ever using the word "puke" in a business conversation. The author must really like that word, as he overuses it throughout the book.

My biggest disappointment was that he actually hooked me in the introduction with the concept that we really should be studying how customers buy rather than how salesmen sell. That seemed like a clever and viable to way look at the selling/buying process, but there was unfortunately no follow up on that idea throughout the remainder of the book.

If you're trying to pump yourself up or have work ethic issues, then maybe it's worth the purchase, but if you appreciate good writing and thoughtful analysis, don't waste your twenty bucks.

1 out of 5 stars

Awful April 26, 2005
17 out of 28 found this review helpful

The whole time I was reading this book I felt like he was trying to "sell" me on his ideas...it read and looked like an infomercial. If you really have good information and knowledge why do you need to use infomercial techniques to get your point across? Do look elsewhere.

5 out of 5 stars

Little Book; Big Ideas January 27, 2005
16 out of 21 found this review helpful

Looking for a spark to re-ignite your passion for selling?

Jeffrey Gitomer, author of The Sales Bible, has produced another gem. His lively style and straight talk make this book an inspirational motivator for salespeople who need to have a fire lit under them.

Combining professionalism with humor, he presents more than a dozen principles for sales greatness.

Gitomer combines colorful language with a punchy style to put the fun in the fundamentals of selling.

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