Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles of Sales Greatness : How to Make Sales Forever

by Gitomer, Jeffrey

• ISBN13: 9781885167606
• ISBN10: 1885167601
• Format: Hardcover
• Copyright: 2004-08-05
• Publisher: Ingram Pub Services

Summary

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.

Table of Contents

Understanding Red Sales ...
People don't like to be sold, but they love to buy	p. 1
Why they buy. An answer every salesperson needs	p. 6
Selling in the Red zone	p. 12
How to use the principles of this book to succeed	p. 16
Why is this book RED?	p. 18
What's the difference between failure and success?	p. 20
What's your biggest fear? Speaking, rejection, or failing?	p. 26
The 12.5 Red Principles of Sales Greatness
Kick your own ass	p. 32
Prepare to win, or lose to someone who is	p. 46
Personal branding IS sales: It's not who you know, it's who knows you	p. 54
It's all about value, it's all about relationship, it's not all about price	p. 64
It's NOT work, it's NETwork	p. 82
If you can't get in front of the real decision maker, you suck	p. 96
Engage me and you can make me convince myself	p. 110
If you can make them laugh, you can make them buy!	p. 124
Use CREATIVITY to differentiate and dominate	p. 136
Reduce their risk and you'll convert selling to buying	p. 152
When you say it about yourself it's bragging. When someone else says it about you its proof	p. 164
Antennas up!	p. 176
Resign your position as general manager of the universe	p. 184
The Little Salesman That Could	p. 192
The Two Most Important Words in Selling	p. 199
12.5 Principles of Life-long Learning	p. 205
Implement the Rule of the More, the More	p. 207
What Does It Take to Be Number One? And Stay There?	p. 208
This Book Has No Ending	p. 212
Table of Contents provided by Ingram. All Rights Reserved.