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The Little Red Book of Selling: 12.5 Principles of Sales Greatness
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 the rest of their lives.
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The Little Red Book of Selling: 12.5 Principles of Sales Greatness
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 the rest of their lives.
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The Little Red Book of Selling: 12.5 Principles of Sales Greatness
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 the rest of their lives.
Jeffrey Gitomer is the world's #1 expert on selling. He is the author of Little Green Book of Getting Your Way, as well as the Wall Street Journal and Business Week bestsellers Little Good Book of YES! Attitude, Little Red Book of Selling, The Little Red Book of Sales Answers; The Sales Bible; and Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless. He gives over 100 presentations a year, serving customers ranging from Coca-Cola to Cingular Wireless, Wells Fargo Bank and IBM to Mercedes Benz.
Table of Contents
Understanding Red Sales ...
People don't like to be sold, but they love to buy
1
Why they buy. An answer every salesperson needs
6
Selling in the Red zone
12
How to use the principles of this book to succeed
16
Why is this book RED?
18
What's the difference between failure and success?
20
What's your biggest fear? Speaking, rejection, or failing?
26
The 12.5 Red Principles of Sales Greatness
1.
Kick your own ass
32
2.
Prepare to win, or lose to someone who is
46
3.
Personal branding IS sales: It's not who you know, it's who knows you
54
4.
It's all about value, it's all about relationship, it's not all about price
64
5.
It's NOT work, it's NETwork
82
6.
If you can't get in front of the real decision maker, you suck
96
7.
Engage me and you can make me convince myself
110
8.
If you can make them laugh, you can make them buy!
124
9.
Use CREATIVITY to differentiate and dominate
136
10.
Reduce their risk and you'll convert selling to buying
152
11.
When you say it about yourself it's bragging. When someone else says it about you its proof
164
12.
Antennas up!
176
12.5
Resign your position as general manager of the universe
184
The Little Salesman That Could
192
The Two Most Important Words in Selling
199
12.5 Principles of Life-long Learning
205
Implement the Rule of the More, the More
207
What Does It Take to Be Number One? And Stay There?