Little Red Book of Selling: 12.5 Principles of Sales Greatness: How to Make Sales Forever

Little Red Book of Selling: 12.5 Principles of Sales Greatness: How to Make Sales Forever

by Jeffrey Gitomer


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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.

Product Details

ISBN-13: 9781885167606
Publisher: Bard Press TX
Publication date: 09/25/2004
Series: Little Book Series
Pages: 220
Sales rank: 39,587
Product dimensions: 6.42(w) x 7.98(h) x 0.70(d)

Table of Contents

Understanding Red Sales ...
People don't like to be sold, but they love to buy1
Why they buy. An answer every salesperson needs6
Selling in the Red zone12
How to use the principles of this book to succeed16
Why is this book RED?18
What's the difference between failure and success?20
What's your biggest fear? Speaking, rejection, or failing?26
The 12.5 Red Principles of Sales Greatness
1.Kick your own ass32
2.Prepare to win, or lose to someone who is46
3.Personal branding IS sales: It's not who you know, it's who knows you54
4.It's all about value, it's all about relationship, it's not all about price64
5.It's NOT work, it's NETwork82
6.If you can't get in front of the real decision maker, you suck96
7.Engage me and you can make me convince myself110
8.If you can make them laugh, you can make them buy!124
9.Use CREATIVITY to differentiate and dominate136
10.Reduce their risk and you'll convert selling to buying152
11.When you say it about yourself it's bragging. When someone else says it about you its proof164
12.Antennas up!176
12.5Resign your position as general manager of the universe184
The Little Salesman That Could192
The Two Most Important Words in Selling199
12.5 Principles of Life-long Learning205
Implement the Rule of the More, the More207
What Does It Take to Be Number One? And Stay There?208
This Book Has No Ending212

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