The Little Red Book of Selling
The Little Red Book of Selling delivers strategies for success that will last a lifetime. In this book, sales trainer Jeffrey Gitomer shares his 12.5 Principles of Sales Greatness so you can understand why sales happen—and how you can improve your skills. Gitomer helps you build on customers' buying reasons to create an atmosphere conducive to buying through tried and tested principles that can be applied in the ins and outs of the field. He provides his long-term, relationship-driven, and referral-oriented advice that has nothing to do with manipulation or other old-world sales tactics and everything to do with understanding buying motives and taking ethical, relationship-building actions. By mastering the elements that The Little Red Book of Selling gives you, you'll make sales happen for yourself.
THE 12.5 PRINCIPLES OF SALES GREATNESS
Principle #1: Kick your own ass
Principle #2: Prepare to win, or lose to someone who is
Principle #3: Personal branding is sales: It’s not who you know, it’s who knows you
Principle #4: It’s all about value, it’s all about relationship, it’s not all about price
Principle #5: It’s NOT work, it’s NETwork
Principle #6: If you can’t get in front of the real decision-maker, you suck
Principle #7: Engage me and you can make me convince myself
Principle #8: If you can make them laugh, you can make them buy!
Principle #9: Use CREATIVITY to differentiate and dominate
Principle #10: Reduce their risk and you’ll convert selling to buying
Principle #11: When you say it about yourself, it’s bragging. When someone else says it about you, it’s proof
Principle #12: Antennas up!
Principle #12.5: Resign your position as general manager of the universe