Little Red Book of Selling and millions of other books are available for instant access. Little Red Book of Selling: Principles of Sales Greatness Hardcover – September 25, Jeffrey Gitomer's Little Gold Book of YES!. Start by marking “Little Red Book of Selling: Principles of Sales Greatness” as Want to Read: See 1 question about Little Red Book of Selling. Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black. Jeffrey Gitomer is a professional speaker, sales management expert, and renowned best-selling author. Today, we’ll take a look at the top 10 quotes from his most famous book, The Little Red Book of Selling! “Sales solutions are easy once you identify the prospect’s problems.

Little Red Book Of Sales

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If you're a small business owner like I am, one of your responsibilities is probably sales. Doing sales is something I've never been formally. The Little Red Book of Selling. By Jeffrey Gitomer. “Why do people download?” is a thousand times more important than “How do I sell?” 1. I like my sales rep. Liking is. LITTLE RED BOOK OF SELLING. Principle of Sales Greatness. Jeffrey Gitomer. Bard Press, , pp., ISBN

Little Red Book of Selling: 12.5 Principles of Sales Greatness

Be prepared! The firstmost dumbest?

The Internet. Enter theircompany name on Google or other search engines like dogpile. There may be an article or other important information. Then enter thename of the CEO. Just a little jab there.

See a Problem?

Their literature. It also tells you what they think of themselves and theirproducts. Their vendors. Valuable information to say the least. Vendors are ararely used resource. Their competition.

Oh man, talk about dirt, here it is. Justask casual questions about how they win business — it will tell youwhat it will be like to negotiate with them. By the way, the more theircompetition hates them, the better they usually are. Competitors hatethe people who take business away from them. Their customers. Customers talk. And they are the real wordon delivery, organization, quality, and the subtle information that cangive you an insightful competitive advantage.

People in your network who may know them. A quick e-mail toyour inside group asking for information will always net a fact or twoand may just be the bonanza you were looking for. First of all, the quality of website and the service we offered was a higher value.

Second of all, I had a relationship with this person he was a friend. My price should have reflected those things.

Little Red Book of Selling: 12.5 Principles of Sales Greatness

While doing that project was a valuable experience, I would have done things differently. While the quality of our product and service has improved greatly in our first two years of business, it has not increased 10 times.

The price difference represents a better understanding of what our customers value. Principle 7: Engage me and you can make me convince myself.

Gitomer says that failing to ask good questions is a major weakness of every salesperson. Good questions engage customers.

Good questions make customers think. If you can guide your customers and let them make their own decisions, the rest is easy. As a customer, I hate a hard sell.

At the end of the conversation he gave me a hard sell on his online SEO course. The reason he told me for the one-day incentive was that he only wanted decisive people in his class.Gittomer attributes his success to ditching television, and spending the time improving yourself — reading, attending seminars, and public speaking.

Its a much read for any sales person or anyone looking to get into sales. Date published: Rated 4 out of 5 by Scott from Us it and it will happen This book had some very good points for some one starting out in sales. If you truly believe in the value of your product, then all you need to do is communicate it accurately to your prospective customer and let them make their own decision. How much time should I invest in promoting and positioning my business? Get out there. Create response vehicles or mechanisms in everything you write — a way to get more.

Find their pain, and demonstrate how what you provide will make it dissapear. Principle 9.