Little Red Book of Selling: The 12.5 Principles of Sales Greatness: How to Make Sales Forever
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.\ \ \ The MP3 V-Book, ISBN 9780743573764, contains the following:\ \ 1) An MP3 CD of the audiobook. This is to play on either an MP3 CD player or on your laptap/desktop or to rip to an ipod or other mp3 player.\ 2) A DVD of the video...
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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. Soundview Executive Book Summaries Strategies and Answers From a Lifetime of SellingJeffrey Gitomer, the sales guru and author of the bestselling The Sales Bible, has produced another gem of a book that addresses sales with a lively combination of humor and professionalism to help salespeople get their feet in many more doors. For those who are running into dead ends, stale leads, price objections, and unreturned phone calls, Gitomer has created The Little Red Book of Selling to show them how to get past the usual obstacles and sell their products and services with new zest and vigor. Filled with more than a dozen principles of sales greatness, as well as numerous lists and attack plans for dealing with difficult customers, The Little Red Book of Selling offers the answers to just about every sales question a salesperson could ask, and provides the firsthand experiences and positive enthusiasm to drive them home with vitality and optimism. Why Red? Gitomer explains that The Little Red Book of Selling has so much red ink in it and on it for a number of reasons. These include: Red is the color of passion. Passion is the fulcrum point of selling. No passion, no sales. Red is the color of love. If you don't love what you sell, go sell something else. Red is the brightest color. You must be bright in order to convert selling to buying. Red is the most visible color. You must be visible to your customers with a value message, not just a sales pitch. Red is fire. If you're not on fire, you'll lose to someone who is. Bold Directives Overflowing with Gitomer's rapid pace and quick wit, The Little Red Book of Selling contains more than 18 ways to become a sales success, 20 ways to beat a sales slump, 8.5 resources to tap in a pinch, 14 ways to create a personal brand, and a plethora of other handy tabulations that can help any salesperson quickly get to the root of his or her problems. Thumb tabs on the sides of the book's pages and a ribbon page marker make the book a convenient reference guide to handling sales dilemmas, giving value, using creativity and humor, and reducing a customer's risk. Clever cartoons and page design make The Little Red Book of Selling's contents come alive with bold directives and professional advice. The emotional edge to Gitomer's work is appropriate for his subject matter due to the important role emotion plays in the sales process. According to Gitomer, "The sale is emotionally driven and emotionally decided. Then it is justified logically." Using colorful language to go along with his punchy lessons, Gitomer minces no words when telling salespeople what they should do to improve their sales numbers. Show Up Prepared After each chapter's numbered lists of resources and rules, Gitomer's daring format provides a personal action plan that breaks down his tips into secrets; success strategies; and bold, large-lettered statements or questions that convey the roots of his principles. For example, after discussing the power of networking, the following giant words fill the page: Networking works well when you employ the two-word secret: Show up. Networking works best when you employ the three-word secret: Show up prepared. Gitomer's direct style drives his points home in easy-to-understand quips and quotes that are formatted for maximum retention. Many pages throughout The Little Red Book of Selling offer a cartoon figure that provides a missed point (he calls them "Red Whines") and a solid counterpoint (a "Red Selling Response") that simply state basic principles that can be used along the sales cycle. For example, when discussing decision makers, the Red Whine reads, "The guy said he had to talk it over with ..." and the Red Selling Response is "Decision makers don't need to talk it over with anyone." Gitomer's sharp sense of humor and professional approach turn The Little Red Book of Selling into a unique and strategy-filled playbook that offers thousands of time-tested sales resources and techniques. Why We Like This Book Gitomer's wild style and straight talk make The Little Red Book of Selling a fast read and an inspirational motivator for salespeople who need a powerful spark to ignite their passion for selling. By offering a positive perspective and many years of experience in an easy-to-reference volume, Gitomer puts the fun in the fundamentals of selling. Copyright © 2005 Soundview Executive Book Summaries
Understanding Red Sales ...People don't like to be sold, but they love to buy1Why they buy. An answer every salesperson needs6Selling in the Red zone12How to use the principles of this book to succeed16Why is this book RED?18What's the difference between failure and success?20What's your biggest fear? Speaking, rejection, or failing?26The 12.5 Red Principles of Sales Greatness1.Kick your own ass322.Prepare to win, or lose to someone who is463.Personal branding IS sales: It's not who you know, it's who knows you544.It's all about value, it's all about relationship, it's not all about price645.It's NOT work, it's NETwork826.If you can't get in front of the real decision maker, you suck967.Engage me and you can make me convince myself1108.If you can make them laugh, you can make them buy!1249.Use CREATIVITY to differentiate and dominate13610.Reduce their risk and you'll convert selling to buying15211.When you say it about yourself it's bragging. When someone else says it about you its proof16412.Antennas up!17612.5Resign your position as general manager of the universe184The Little Salesman That Could192The Two Most Important Words in Selling19912.5 Principles of Life-long Learning205Implement the Rule of the More, the More207What Does It Take to Be Number One? And Stay There?208This Book Has No Ending212
\ Soundview Executive Book SummariesStrategies and Answers From a Lifetime of Selling\ Jeffrey Gitomer, the sales guru and author of the bestselling The Sales Bible, has produced another gem of a book that addresses sales with a lively combination of humor and professionalism to help salespeople get their feet in many more doors. For those who are running into dead ends, stale leads, price objections, and unreturned phone calls, Gitomer has created The Little Red Book of Selling to show them how to get past the usual obstacles and sell their products and services with new zest and vigor. \ Filled with more than a dozen principles of sales greatness, as well as numerous lists and attack plans for dealing with difficult customers, The Little Red Book of Selling offers the answers to just about every sales question a salesperson could ask, and provides the firsthand experiences and positive enthusiasm to drive them home with vitality and optimism.\ Why Red?\ Gitomer explains that The Little Red Book of Selling has so much red ink in it and on it for a number of reasons. These include:\ \ Red is the color of passion. Passion is the fulcrum point of selling. No passion, no sales.\ Red is the color of love. If you don't love what you sell, go sell something else.\ Red is the brightest color. You must be bright in order to convert selling to buying.\ Red is the most visible color. You must be visible to your customers with a value message, not just a sales pitch.\ Red is fire. If you're not on fire, you'll lose to someone who is.\ \ \ \ \ Bold Directives\ Overflowing with Gitomer's rapid pace and quick wit, The Little Red Book of Selling contains more than 18 ways to become a sales success, 20 ways to beat a sales slump, 8.5 resources to tap in a pinch, 14 ways to create a personal brand, and a plethora of other handy tabulations that can help any salesperson quickly get to the root of his or her problems. Thumb tabs on the sides of the book's pages and a ribbon page marker make the book a convenient reference guide to handling sales dilemmas, giving value, using creativity and humor, and reducing a customer's risk. Clever cartoons and page design make The Little Red Book of Selling's contents come alive with bold directives and professional advice.\ The emotional edge to Gitomer's work is appropriate for his subject matter due to the important role emotion plays in the sales process. According to Gitomer, "The sale is emotionally driven and emotionally decided. Then it is justified logically." Using colorful language to go along with his punchy lessons, Gitomer minces no words when telling salespeople what they should do to improve their sales numbers.\ Show Up Prepared\ After each chapter's numbered lists of resources and rules, Gitomer's daring format provides a personal action plan that breaks down his tips into secrets; success strategies; and bold, large-lettered statements or questions that convey the roots of his principles. For example, after discussing the power of networking, the following giant words fill the page:\ Networking works well when you employ the two-word secret: Show up.\ Networking works best when you employ the three-word secret: Show up prepared.\ Gitomer's direct style drives his points home in easy-to-understand quips and quotes that are formatted for maximum retention. Many pages throughout The Little Red Book of Selling offer a cartoon figure that provides a missed point (he calls them "Red Whines") and a solid counterpoint (a "Red Selling Response") that simply state basic principles that can be used along the sales cycle. For example, when discussing decision makers, the Red Whine reads, "The guy said he had to talk it over with ..." and the Red Selling Response is "Decision makers don't need to talk it over with anyone."\ Gitomer's sharp sense of humor and professional approach turn The Little Red Book of Selling into a unique and strategy-filled playbook that offers thousands of time-tested sales resources and techniques.\ Why We Like This Book\ Gitomer's wild style and straight talk make The Little Red Book of Selling a fast read and an inspirational motivator for salespeople who need a powerful spark to ignite their passion for selling. By offering a positive perspective and many years of experience in an easy-to-reference volume, Gitomer puts the fun in the fundamentals of selling. Copyright © 2005 Soundview Executive Book Summaries\ \ \
