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Little Red Book of Selling : 12.5 Principles of Sales Greatness - Jeffrey Gitomer

Little Red Book of Selling

12.5 Principles of Sales Greatness


Published: 15th August 2004
In Stock. Ships today or next business day from Australia
RRP $32.99

Until now, there has been no definitive "little red book" for the millions of sales-people across the globe. In the tradition of Harvey Penick's Little Red Book, New York Times bestseller and the best selling sports book of all time. The Little Red Book of Selling by sales master Jeffrey Gitomer fills that void with an edgy, practical, and fun resource that salespeople will love-and sales managers will buy by the case. Salespeople hate to read. That's why The 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 for the rest of their lives. In The Little Red Book of Selling salespeople will learn why sales happen and a philosophy of success-long term, relationship driven, and referral oriented-nothing to do with manipulation or other seedy tactics. It has everything to do with understanding buying motives and taking ethical actions.

Understanding Red Sales ...
People don't like to be sold, but they love to buyp. 1
Why they buy. An answer every salesperson needsp. 6
Selling in the Red zonep. 12
How to use the principles of this book to succeedp. 16
Why is this book RED?p. 18
What's the difference between failure and success?p. 20
What's your biggest fear? Speaking, rejection, or failing?p. 26
The 12.5 Red Principles of Sales Greatness
Kick your own assp. 32
Prepare to win, or lose to someone who isp. 46
Personal branding IS sales: It's not who you know, it's who knows youp. 54
It's all about value, it's all about relationship, it's not all about pricep. 64
It's NOT work, it's NETworkp. 82
If you can't get in front of the real decision maker, you suckp. 96
Engage me and you can make me convince myselfp. 110
If you can make them laugh, you can make them buy!p. 124
Use CREATIVITY to differentiate and dominatep. 136
Reduce their risk and you'll convert selling to buyingp. 152
When you say it about yourself it's bragging. When someone else says it about you its proofp. 164
Antennas up!p. 176
Resign your position as general manager of the universep. 184
The Little Salesman That Couldp. 192
The Two Most Important Words in Sellingp. 199
12.5 Principles of Life-long Learningp. 205
Implement the Rule of the More, the Morep. 207
What Does It Take to Be Number One? And Stay There?p. 208
This Book Has No Endingp. 212
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9781885167606
ISBN-10: 1885167601
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 220
Published: 15th August 2004
Publisher: Bard Press
Country of Publication: US
Dimensions (cm): 20.2 x 13.3  x 1.9
Weight (kg): 0.41