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Winner of the 2009 Audie Award for Business/Educational Audiobook

New York Times bestselling author Jeffrey Gitomer shares his crucial sales principles featuring strategies and techniques on how to efficiently sell anything.

With a lifetime of sales experience New York Times bestselling author Jeffrey Gitomer shares his 12.5 Principles of Sales Greatness so you can understand why sales happen—and how you can improve your skills.

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Book ID Asin: 0743572548
Book Title: The Little Red Book of Selling: 12.5 Principles of Sales Greatness
Book Author: Jeffrey Gitomer
Book Format and Price:
Book Format Name: Kindle
Book Format Price: $9.99
Book Format Name: Audiobook
Book Format Price: $0.00
Book Format Name: Hardcover
Book Format Price: $15.53
Book Format Name: AudioCD
Book Format Price: $29.95
Book Price: $29.95
Book Category: Books, Business & Money, Marketing & Sales and unknown
Book Rating: 2,390 ratings

The Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer Book Review

Name: Thiago
Rating: 5.0 out of 5 stars
Title: The best
Date: Reviewed in the United States on January 15, 2023
Review: Perfect

Name: Stephan Sorger
Rating: 4.0 out of 5 stars
Title: Little Red Book on Selling; Sales is essential for every job function
Date: Reviewed in the United States on January 9, 2018
Review: 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.

Name: Mike
Rating: 5.0 out of 5 stars
Title: Required reading for every professional salesperson
Date: Reviewed in the United States on March 20, 2016
Review: To say that Jeffrey Gitomer is prolific would be an understatement...he's worked his way into the upper echelon of sales gurus like Brian Tracy and the late, legendary Zig Ziglar. I've read the majority of his books and will say that this is the "If you're only going to buy one Jeffrey Gitomer book" book. While "The Sales Bible" may be seen by some as his "Greatest Hit," this is the book that pretty much lays out the foundation of his sales philosophy that you will find in every book that followed. If I were a sales manager, I'd make it required reading for every one of my salespeople. So what's in it, and why is it so good? First, he makes it clear that it's all about you and your attitude. You believe in yourself, your products, and your services, and you are driven to win...or you're not. If you're a "believer," then you can be of service to your customers. You have to know what is important to them, and then you make it all ABOUT them. You never cut your price to close a sale because you leave money on the table, and you diminish the value of what you have to offer in the eyes of your customer. There are books whose primary aim is to make you feel good about yourself in a warm and fuzzy way. This isn't one of them. Gitomer wants you to feel good about yourself by being honest, by being tough, by waking up and smelling the coffee and PERFORMING. If you read this book and USE it...put what's between the covers into practice...you WILL make sales. It's unavoidable. This is how it's done.

Name: joseph
Rating: 5.0 out of 5 stars
Title: One of the Best Books I've ever Read
Date: Reviewed in the United States on August 30, 2013
Review: 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.

Name: Julio
Rating: 4.0 out of 5 stars
Title: useful tips and a reference book when needed!
Date: Reviewed in the United States on October 3, 2021
Review: The book is great for sales persons of any level. It is a book you read at least once a year and keep it by your desk to refer to when needed. You can easily flip to a page of the book to bring out a tool or language you can use at any given moment.

Only downside was all the structure of the kindle book and the random references to his website where he tries to sell you more stuffs the quotes seemed out of place and made the flow confusing.