The Little Red Book of Selling

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.

ISBN	1885167601	Pages	220
ISBN13	9781885167606 (What's this?)	Volumes	1
Publisher	Bard Press	Weight (grammes)	408
Imprint	Bard Press	Published in	Austin
Format	Hardback	Height (mm)	178
Publication date	01 Oct 2004	Width (mm)	134
Library of Congress	HF5438.25	Spine width (mm)	20
DEWEY	658.81	Academic level	Professional / Scholarly
DEWEY edition	DC22

	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 you 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
	Strategies at the end to help you win at the beginning
	The little salesman that could	192
	The two most important words in selling	199
	More...

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12.5 Principles of Sales Greatness

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