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Little Red Book of Selling: 12.5 Principles of Sales Greatness

Little Red Book of Selling: 12.5 Principles of Sales Greatness

  • 12.5 principles of sales greatness
  • USA TODAY BEST SELLER
  • The Wall Street Journal BEST SELLER
  • The New York Times BEST SELLER
  • Business Week BEST SELLER

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.

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3 Responses to “Little Red Book of Selling: 12.5 Principles of Sales Greatness”

  • mruseless "mruseless":
    240 of 262 people found the following review helpful
    2.0 out of 5 stars
    Rah Rah without substance, April 20, 2005
    By 
    mruseless “mruseless” (Highlands Ranch, CO USA) –
    This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)
    This book is one of dozens out there that should go in the motivation section rather than the sales section. If you need motivation, this book is great. But if you are looking for solid advice on how to improve your sales technique, don’t waste your money. The book is littered with cute phrases like “Kick your own ass”, and “the more you love it, the more you will sell”.

    I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation. But I quickly became tired of “Rah-Rah, I’m the best salesman ever, and you suck unless you work harder.” Don’t get me wrong, everyone could stand to work harder. But that wasn’t what I was looking for.

    If you want motivation, read this book. If you want solid sales advice, read “SPIN Selling”, or “Soft Sell”.

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  • David Brown:
    123 of 132 people found the following review helpful
    1.0 out of 5 stars
    Should be titled, “Little Red Book on How to Be a Salesman”, March 19, 2006
    By 
    David Brown (Colorado USA) –
    (REAL NAME)
      

    This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)
    Mine is obviously a dissenting opinion, but I vehemently disliked this little book. As one of the previous reviewers so aptly pointed out, it is not about selling, it is about personal motivation. If you need somebody to tell you the obvious things you need to do to be a successful sales person, then this book may help you. But if you’re interested in learning about the sales process, there’s just not much here.

    The bombastic and cutesy writing quality is a big put-off for me, from the numbered lists that all end in “.5″ to the use of semi-outrageous language. The author warns his readers that, “This book contains language used by real people used <sic> in real situations in sales.” I don’t know what crowd he is selling to, but I have been in sales for thirty-five years and I don’t recall anyone ever using the word “puke” in a business conversation. The author must really like that word, as he overuses it throughout the book.

    My biggest disappointment was that he actually hooked me in the introduction with the concept that we really should be studying how customers buy rather than how salesmen sell. That seemed like a clever and viable to way look at the selling/buying process, but there was unfortunately no follow up on that idea throughout the remainder of the book.

    If you’re trying to pump yourself up or have work ethic issues, then maybe it’s worth the purchase, but if you appreciate good writing and thoughtful analysis, don’t waste your twenty bucks.

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  • Steven Kempton:
    45 of 50 people found the following review helpful
    5.0 out of 5 stars
    Could be the best sales book I have ever read…., February 26, 2005
    By 
    Steven Kempton (Auckland, New Zealand) –
    (REAL NAME)
      

    Verified Purchase(What’s this?)
    This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)
    I have been in sales for at least seven years full time as an Executive Search Recruiter in the US, Japan, and New Zealand. I am a big believer in personal development and so I have read my fair share of sales books. To be honest there are books that forget to tell you that it will be difficult and take time to grow your business and ability but Jeff Gitomer’s book does neither of these things. He is brutally honest and at the same time inspirational in his goal to make you the best salesperson you can be…. for life. This is not a book for people who need a quick fix to get them out of a slump or to even convince them that a sales career is for them. Jeff’s main focus is on techniques and attitude to be the best. Not half way there, but the very best. He doesn’t prescribe shortcuts although you can take pieces of his advice and use them the next day, ultimately he is suggesting you take the time to put your heart into your work for a lifetime. It is a concept that people who go to work for a pay check may really struggle to put into practice for an employer, but for business owners and those who want to push themselves for lifelong sales and professional achievement then I highly recommend this book to you.

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