In the Little Red Book of Selling salespeople will learn why sales happen and a philosophy of successlong term, relationship driven, and referral orientednothing to do with manipulation or other old-world sales tactics. It has everything to do with understanding buying motives and taking ethical, relationship-building actions.
People don't like to be sold but they love to buy has become more than Gitomer's registered trademarkit's a mantra. A mantra every salesperson needs to understand at the core of his selling success. Throughout this book the reader will begin to adopt a philosophy that drives them to a higher, value-driven purpose.
There are 12.5 powerful principles of sales mastery. These principles are at the heart of sales success. They are the difference between red (putting your heart into your career) and black (having a job, coming to work, and making a commission). Other chapters include; What's the Difference between Failure and Success in Salespeople, The Little Salesman that Could, The Two Most Important Words in Selling, and Just Plain "How to Make a Sale."
The cover is classic red cloth. The four-color graphics make it compelling and easy to read, and the content is easy to understand and implement. For your convenience there is ared satin (ok, polyester) bookmark so you can remember your place. It is small enough to carry with youbig enough to contain the answers you needpowerful enough to fill your wallet.
|Publisher:||Simon & Schuster Audio|
|Product dimensions:||5.20(w) x 5.80(h) x 1.00(d)|
Table of Contents
|Understanding Red Sales ...|
|People don't like to be sold, but they love to buy||1|
|Why they buy. An answer every salesperson needs||6|
|Selling in the Red zone||12|
|How to use the principles of this book to succeed||16|
|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 ass||32|
|2.||Prepare to win, or lose to someone who is||46|
|3.||Personal branding IS sales: It's not who you know, it's who knows you||54|
|4.||It's all about value, it's all about relationship, it's not all about price||64|
|5.||It's NOT work, it's NETwork||82|
|6.||If you can't get in front of the real decision maker, you suck||96|
|7.||Engage me and you can make me convince myself||110|
|8.||If you can make them laugh, you can make them buy!||124|
|9.||Use CREATIVITY to differentiate and dominate||136|
|10.||Reduce their risk and you'll convert selling to buying||152|
|11.||When you say it about yourself it's bragging. When someone else says it about you its proof||164|
|12.5||Resign your position as general manager of the universe||184|
|The Little Salesman That Could||192|
|The Two Most Important Words in Selling||199|
|12.5 Principles of Life-long Learning||205|
|Implement the Rule of the More, the More||207|
|What Does It Take to Be Number One? And Stay There?||208|
|This Book Has No Ending||212|
Most Helpful Customer Reviews
I have listened to sales tapes all my career and I put these at the top. All my staff and associates are required to listen to them now. I have not had anyone complain that this material is not the Greatest!