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Little Red Book of Selling: 12.5 Principles of Sales Greatness

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Little Red Book of Selling: 12.5 Principles of Sales Greatness

(154 customer reviews)

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mon0000059008

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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.

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Product Details

Author:	Jeffrey Gitomer
Hardcover:	220 pages
Publisher:	Bard Press
Publication Date:	September 25, 2004
Language:	English
ISBN:	1885167601
Product Length:	7.64 inches
Product Width:	5.28 inches
Product Height:	0.78 inches
Product Weight:	0.9 pounds
Package Length:	7.8 inches
Package Width:	5.1 inches
Package Height:	0.8 inches
Package Weight:	0.9 pounds
Average Customer Rating:	based on 154 reviews

Features

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

Customer Reviews

Average Customer Review: 4.5

( 154 customer reviews )
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Most Helpful Customer Reviews

155 of 172 found the following review helpful:

Rah Rah without substance Apr 20, 2005 By mruseless "mruseless"
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".

66 of 72 found the following review helpful:

Should be titled, "Little Red Book on How to Be a Salesman" Mar 19, 2006 By David Brown
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 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.

18 of 19 found the following review helpful:

Irritating at times, some good stuff May 25, 2005 By Scott Reed
Some of this stuff isn't practical, like having your kid leave voice mail messages for hard to reach prospects (note to Jeff...it didn't work!).

However, the section about power questions was right on the money. 95 percent of all salespeople ask stupid, pointless questions. Power questions work.

A strong 3 1/2 stars. Not the best I've read, but worth the $$$.

16 of 17 found the following review helpful:

Terrible Mar 13, 2008 By SDB
I'm sure Mr. Gitomer is a good salesman since he, after all, managed to sell me his book. But he's not a good author and his book is not worth the time. His practical advice ranges from things like "don't whine", "buy your own laptop if your company won't buy you one" to "stay up late to prepare for next day instead of watching TV."

Maybe there is some good advice in this book for children selling lemonade down the street, but its a joke for any true Sales/Marketing professional. There are tons of better books out there, don't waste your time on this one. For good books on complex sales, try "Solution Selling" by Bosworth or "Hope is not a strategy" by Page. They lay out a proven, scientific and structured approach to the entire sales cycle. My company uses it routinely to great effect.
Solution Selling: Creating Buyers in Difficult Selling Markets
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

19 of 21 found the following review helpful:

Sizzle without the steak..... Aug 08, 2006 By Billy Bob
I bought this book in a moment of weakness. I'd had a rough prospecting day, was feeling down, and wondered into Barnes & Noble looking for something to cheer me up. The layout and feel of this book are great, they draw you in...but that's about it. When you delve into the material, you'll find it to be very shallow. Nothing new at all! In fact, it's a complete waste of time. I'm shocked to see all the good reviews.

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