#wahm #homebiz Little Red Book of Selling: 12.5 Principles of Sales Greatness Reviews

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Little Red Book of Selling: 12.5 Principles of Sales Greatness

  • 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.
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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Little Red Book of Selling: 12.5 Principles of Sales Greatness

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3 Responses to “#wahm #homebiz Little Red Book of Selling: 12.5 Principles of Sales Greatness Reviews”

  1. Mike says:
    14 of 14 people found the following review helpful
    5.0 out of 5 stars
    Required reading for every professional salesperson, March 20, 2016
    By 
    (VINE VOICE)
      

    Mike (Pahrump, NV) –

    Verified Purchase(What’s this?)
    To say that Jeffrey Gitomer is prolific would be an understatement…he’s worked his way into the upper echelon of sales gurus like Brian Tracy and the late, legendary Zig Ziglar. I’ve read the majority of his books and will say that this is the “If you’re only going to buy one Jeffrey Gitomer book” book. While “The Sales Bible” may be seen by some as his “Greatest Hit,” this is the book that pretty much lays out the foundation of his sales philosophy that you will find in every book that followed. If I were a sales manager, I’d make it required reading for every one of my salespeople. So what’s in it, and why is it so good? First, he makes it clear that it’s all about you and your attitude. You believe in yourself, your products, and your services, and you are driven to win…or you’re not. If you’re a “believer,” then you can be of service to your customers. You have to know what is important to them, and then you make it all ABOUT them. You never cut your price to close a sale because you leave money on the table, and you diminish the value of what you have to offer in the eyes of your customer. There are books whose primary aim is to make you feel good about yourself in a warm and fuzzy way. This isn’t one of them. Gitomer wants you to feel good about yourself by being honest, by being tough, by waking up and smelling the coffee and PERFORMING. If you read this book and USE it…put what’s between the covers into practice…you WILL make sales. It’s unavoidable. This is how it’s done.
  2. Stephan Sorger says:
    2 of 2 people found the following review helpful
    4.0 out of 5 stars
    Little Red Book on Selling; Sales is essential for every job function, January 8, 2018
    By 
    Stephan Sorger (Portola Valley, CA United States) –

    Verified Purchase(What’s this?)
    This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)
    This good book on sales tips included the following chapters and key points that I found relevant/useful. It is my intent that the discussions of the chapters kindle your interest and spur you on to buy the book.

    Principle 1. Kick your own ass: Your buyers must like you. Liking leads to trust. Trust leads to buying.

    Principle 2. Prepare to win, or lose to someone who is: Be clear about the objective of the meeting with the prospect.

    Principle 3. Personal branding is sales: Establish yourself as an expert. Show up where the decision makers are. Become a resource.

    Principle 4. It’s all about value: Give free talks at Kiwanis or Rotary clubs; give a guide for free in exchange for a business card.

    Principle 5. It’s not work, its Network: Traditional organizations are mentioned: Kiwanis, Rotary, etc. (but what about Meetup?)

    Principle 6. If you can’t get in front of the real decision maker..: Sell the appointment, not the product. At appointment, ask, “How will this decision be made?” to find decision maker.

    Principle 7. Engage me and you can make me convince myself: Ask, “What has been your experience with?…” to understand prospect’s evaluation criteria and to engage them.

    Principle 8. If you can make them laugh, then you can make them buy: Tell funny story to demonstrate point.

    Principle 9. Use creativity to differentiate and dominate: Change voicemail outgoing message to something about your product, an inspiring quote, or a recorded testimonial.

    Principle 10. Reduce their risk and you’ll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc.

    Principle 11. When you say it about yourself it’s bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle.

    Principle 12. Antennas up! Always be on the lookout for opportunities.

    Principle 12.5. Resign your position as general manager of the universe: Don’t spend time or energy on things you can’t control.

    Overall, I found the book interesting with useful elements I can use in “selling” my ideas. The book would be much improved, in my opinion, with more up-to-date material, such as how the Internet has changed the sales process, and how newer networking alternatives, such as Meetup, has changed prospecting. Recommended for relationship-based sales people wanting a motivational message.

  3. amber medlam says:
    6 of 6 people found the following review helpful
    5.0 out of 5 stars
    Highly recommended for an individual or team in the sales profession, November 22, 2015
    By 

    Verified Purchase(What’s this?)
    This review is from: Little Red Book of Selling: 12.5 Principles of Sales Greatness (Hardcover)
    This book addresses sales with a lively combination of humor and professionalism to help salespeople get their feet in many more doors. For those who are running into dead ends, stale leads, price objections, and unreturned phone calls, Gitomer has created The Little Red Book of Selling to show them how to get past the usual obstacles and sell their products and services with new zest and vigor.

    Filled with more than a dozen principles of sales greatness, as well as numerous lists and attack plans for dealing with difficult customers, The Little Red Book of Selling offers the answers to just about every sales question a salesperson could ask, and provides the firsthand experiences and positive enthusiasm to drive them home with vitality and optimism.

    Highly recommended for an individual or team in the sales profession.

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