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: 52,769
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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Little Red Book of Selling: The 12.5 Principles of Sales Greatness: How to Make Sales Forever 4.3 out of 5 based on 0 ratings. 28 reviews.
Guest More than 1 year ago
This book I would highly recommend, as it builds a strong foundation on how to sell properly, It shows you how to prevent the false ceiling of short cuts and losing out on opportunities. It is an easy read and packed full of useful information.
PointedPundit on LibraryThing More than 1 year ago
Little Book; Big IdeasLooking for a spark to reignite 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 of sales greatness. Gitomer combines colorful language with a punchy style to put the fun in the fundamentals of selling.
Trevor_Baldwin More than 1 year ago
When given the task to read and review a book about the essentials of marketing, The Little Red Book of Sellling became an obvious option. The author of this novel, Jeffrey Gitomer, is an optimistic sales trainer and author from West Palm Beach, Florida. Over the course of his writing career he wrote four New York Times best sellers including, but not limited to, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. In his book, he explains some of the more important aspect of sales. The objective of this book is to teach readers how to improve their ability to sell products and services by using Gitomer’s 12.5 principles of selling greatness. He is not just targeting people working in the field of marketing, but in the wide field of sales. The lessons Jeffrey Gitomer teaches in his book can be used by anyone trying to sell a product. As a waiter, I will personally use his lessons to improve how I sell food. This book has taught me that the number one thing you are selling to your customer is not your product, but your service. The author takes an unusual approach with the grammar of his novel. To some the non-grammatical words and abbreviations used may seem poorly written, but in reality Gitomer is simplifying his explanations to allow the readers to fully comprehend the principles he describes. The author of this book bases his main argument behind the 12.5 principles of selling greatness. Even though all of the chapters present an abundance of essential information, the first principle is the most important “kick your own behind. Get out there” (Gitomer 32). He is stating that in sales, there is no greater motivation than your own. The only way to be successful is to push excuses aside and take control of your own life. In both business and life, what you get out depends on the amount of effort you put in. This is important, because Jeffrey Gitomer uses professionalism and motivation to help salespeople get their feet in the door. If you are consistently pushing a profit driven product than no one will want your service. If you are genuinely trying to provide a solution for your client’s product, then you will be successful. Gitomer also believes that a great portion of sales are made with the lively combination of humor. This is apparent in principles eight and nine of his book; Gitomer states, “If you can make them laugh, you can make them buy!”, “Humor is the highest form of language mastery.”, “Use creativity to differentiate and dominate.” (Gitomer 124,136). No matter how formal an event is, everyone enjoys laughter and an animated personality. The author suggests that simple differences, such as using these techniques, will greatly improve your success in not only the business world but in life. Individuals are naturally more inclined to purchase items and services from people that they are fond of. This is evident when Gitomer explains, “If they like you, and they believe you, and they trust you, and they have confidence in you…then they MAY buy from you.” (Gitomer 5). Throughout the entire book there is a reoccurring image; you are not selling a product you are selling yourself. He wants his readers to improve their own image before they stress about the type of product that they are trying to sell. For the entirety of the novel the author uses an extensive amount of support for his arguments. For example, in his book he stresses the importance of having a good
Anonymous More than 1 year ago
There is definitely good basic advice for those starting in sales.  However, possibly the genius of this book is that in itself it is one advertisement for his own company. Each chapter asks you to refer to his website for more information on a topic.  Thanks, but shouldn't that be in the book? Once on his site, there are various products he is trying to sell to you. His newsletters are even worse. Sure, he sends an article in each one but 90% of that newsletter is 'special offers', not just for his products but for those of his 'friends'. So, to be clear, though there is definitely good advice in here about sales, really he's selling himself and you are paying for that!
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RRR2000 More than 1 year ago
I bought this along with a few other books from this author in the series. My husband is really enjoying them.
Anonymous More than 1 year ago
Kram_Tuis More than 1 year ago
Gitomer is the man! Read it 2 times and then keep it on hand. You can literally use it on a daily basis. It covers all the "little things" that the "daily struggle" leaves us forgetting. It is required reading for my sales management group and used as a reference guide!
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Little Red Book of Selling is a good book for salespeople - new and seasoned. It is a fine refresher course for those already in sales or going back after retirement. The links to computer information are somewhat lacking and serve to promote the author's other venues, All and all it is a handy review of how to sell but not the "bible" of selling that some sales managers use instead of training.
Anonymous More than 1 year ago
Lenny3 More than 1 year ago
I went through school learning all of the text book definitions. I should have just bought this book and found a decent product. I would have started making money earlier without the student loans! I am about to read his more comprehensive Sales Bible!
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Guest More than 1 year ago
The book is very well structured around 12 1/2 principles. It's pleasent reading. I like the directness of Jeffrey Gitomer, it's not only to the point but the writer points out the basics very clear, with recognizeble examples. Read, study this book together with Dale Carnegie's 'How to win Friends and Influence People'. These two books together are two pillars of sales basics from human interaction and sales relationship perspective.
Guest More than 1 year ago
This is a very good book. For more on cold calling techniques, I also recommend 'Dead Guys Don't Buy' by E.R. Carpenter
Guest More than 1 year ago
Sales expert Jeffrey Gitomer isn¿t reinventing the sales wheel he¿s just showing you how it turns. Whether you¿ve been in sales for five weeks or five years, you know what questions you want answered: 'How do I make a cold call?' 'When do I ask for the sale?' 'How do I get referrals?' Gitomer answers these questions and more, succinctly and thoroughly, with a mix of common sense and hard-won experience. He doesn¿t provide shortcuts or a magic sales formula. Rather, he advocates hard work and preparation. His no-nonsense, conversational text is easy to understand and usually right on target. Although the book is sprinkled liberally with self-promotion (after all, he is a salesman), we believe that it¿s still a must-read for salespeople. Thumb through it often and keep it on your desk.
Guest More than 1 year ago
This book is so awesome! Jeffrey cuts through the junk other authors use to editorialize their thoughts. This is precise and is so wonderful. I have read it 3 times already in 2 weeks. Love it!
Guest More than 1 year ago
I found Gittomer's book, to be an wonderfully easy to read book, while at the same time you find yourself needing a break after each chapter so that you can pause and absorb the content. Very simple and straight forward writing makes it easy to read, and the depth of wisdom makes it a book to carry along with you as you travel and continue on your quest to becoming a better sales man and better person.
Guest More than 1 year ago
This book gives hints on selling using 13 principles [actually 12.5 principles :-)]. The author points to the right attributes of a sales rep and talks about the importance of personal branding, networking, being creative, reducing the risk for the customer to increase the chances of selling, being alert always for opportunities (antennas up!), need for understanding why the customer buys rather than why the sales rep sells, etc. Other positive points about the book are: compact, attractive, fun to read, uses 'sales language', quality of the print and the material is outstanding.
Guest More than 1 year ago
.. if you're not on fire, you'll lose to someone who is. That's selliing. Sell the sizzle, not the steak. I enjoyed this book as it read easily and kept me turning pages. Not your typical sales book. Everyone in sales should read this one and a couple others, then go out there and sell them all!
Guest More than 1 year ago
Im an 'old pro' when it comes to high tech software sales. I've been through all the programs. Jeffrey got me to re-focus on the things that really matter. 'Customers hate being sold, but love to buy'. Buy this book!