The Little Red Book of Selling: 12.5 Principles of Sales Greatness

Brand new, very well packaged and delivered on time.

I just bought this book for my special lady because she is breaking into her new photography business and I thought it would be the perfect tool for getting started in getting clients.When I first came across the book, I was had just been hired on by a 4 star restaurant that was very renowned where a $50 night was a really bad night. At the restaurant I was coming from, $50 in a night was the equivalent of hitting the Jack pot in Vegas. I was moving into a whole new field of sales and I needed guidance, what the book gave me was a miracle. I learned that the number one thing you sell to a client is not the product, but your service. Using what this book a couple more of his book, as well as online info provided, I became the most requested waiter at this restaurant, despite a wait staff of beautiful women, and I also walked away with almost double any of the other servers walked away with ($200-400) a night, and that was the norm for me. I learned not to market food, but to market myself.They came to the restaurant and loved the food, they came there often because of me. I would have people lined up at the door waiting for my service. And I'm not some natural conversationalist. I actually suck at general conversation and am very introverted.This book has mounds of information that is far beyond the given price of the book. Doesn't mean I didn't try to save a few dollars by buying the used copies, but if you're in sales, you'll make your money back, easy day.

If you haven't discovered Jeffrey Gitomer yet, you're missing out on one of the best sales gurus ever. Here's the deal...you'll either hate him or become a disciple. He's brash, arrogant, and in your face, but his no BS approach to selling is refreshing and sure to improve your results. Besides, he's fun and will get you jazzed about your job if you do anything related to sales (and who doesn't?)Jeffrey breaks his selling principles down to several simple concepts and presents them in bulleted lists that are easy to follow. Pay special attention to the "X.5" items. They are the gems.This book is a quick read (2-3 hours) and you'll want to go back to it time and time again when you reach an impasse in the selling process. The Kindle addition is especially effective since you can highlight it and quickly review the important information.Finally, if you ever get the chance to see Jeffrey in person (he travels a lot and hosts seminars in major US cities on a regular basis) take it. He's very entertaining and presents some great insights. A large part of his events is the audience Q&A. He answers every question in his typical irreverent manner.

This good book on sales tips included the following chapters and key points that I found relevant/useful. 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. (but what about Meetup?)Principle 6. If you can't get in front of the real decision maker..: Sell the appointment, not the product. At appointment, ask, "How will this decision be made?" to find decision maker.Principle 7. Engage me and you can make me convince myself: Ask, "What has been your experience with?..." to understand prospect's evaluation criteria and to engage them.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 10. Reduce their risk and you'll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc.Principle 11. When you say it about yourself it's bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle.Principle 12. Antennas up! Always be on the lookout for opportunities.Principle 12.5. 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.

Great book for selling.

My husband really loves this book! A great gift if you have an entrepreneur in your family

When I first picked up this book, I was under the impression that this book will focus on direct selling techniques. However, as soon as I started reading, I began to realize that this book goes much beyond that, in presenting and explaining the principles and philosophy of sales. It teaches us to focus first on ourselves, our motivation, preparation, focus etc. and then understanding the customer: reasons for buying, perceived risks etc. If these principles are mastered, the sale would be a natural consequence. For me what I enjoyed the most was that I found these ideas very applicable in my work as a software developer although from a strict sense I am not a salesperson. The book is also written in a very entertaining way and is easy to read as well as to refer to quickly. If I had one area of improvement to suggest was for the book to contain more sales scenarios that help illustrate in practice how the principles work. Overall an excellent book, I definitely recommend it.