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The Little Red Book of Selling: 12.5 Principles of Sales Greatness [Audiobook, Unabridged] [Audio CD]

Jeffrey Gitomer
5.0 out of 5 stars  See all reviews (4 customer reviews)
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Book Description

Sept. 9 2008
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.
--This text refers to the Hardcover edition.

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Product Description

From Publishers Weekly

If salespeople are worried about how to sell, Gitomer (The Sales Bible) believes they are missing out on the more important aspect of sales: why people buy. This, he says, is "all that matters," and his latest book aims to demystify buying principles for salespeople. From the red cloth cover to the small trim size to the amusing (but not cloying) cartoons on almost every page, this is an appealing and accessible book. The author is obviously enthusiastic, if not manic, about sales, and though some of his mantras verge on hokey, much of his prose is straightforward and realistic. Each chapter includes a mini table of contents, pull quotes and takeaway sound bites, examples of typical whines from salespeople (e.g., "the client said they spent their whole budget") paired with a positive response (e.g., "Decision makers make the budget. Non-decision makers spend the budget"), and plenty of advice and ideas that can be taken in and studied as a whole or referred to at random for inspiration.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to the Hardcover edition.

About the Author

Jeffrey Gitomer is the author of numerous business bestsellers, including The Little Red Book of Selling. Worldwide, his books have sold more than a million copies. He gives more than 100 presentations a year, serving customers such as Coca-Cola, Cingular, Wells Fargo Bank, IBM, and Mercedes Benz. He lives in Charlotte, NC. For more information, visit www.gitomer.com or email salesman@gitomer.com.

Inside This Book (Learn More)
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First Sentence
"Why do people buy?" is a thousand times more important than "How do I sell?" Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Customer Reviews

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Most helpful customer reviews
5.0 out of 5 stars Great Book Oct. 21 2013
Format:Kindle Edition|Verified Purchase
Really a great book, I am just starting my career in sales, this will certainly give me a leg up!
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4 of 4 people found the following review helpful
5.0 out of 5 stars Down to earth sales techniques July 23 2007
Format:Hardcover
The good thing about Gittomer is the fact that all his books are easy to read and most of the techniques are transferable to whatever you might sell. No book will cover all possible objections but it is a good tool to give you a direction. Most of the stuff you will read in there are things that you already know but might not have practiced enough or refined to your personality to be effective at it.

No books will help you if you have a closed mind. Jeffrey helped me but it implies that you have to go into discomfort zones from times to times.

Will you dare reaching higher grounds ?
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2 of 2 people found the following review helpful
5.0 out of 5 stars Excellent Book March 8 2006
Format:Hardcover
This is probably one of the best sales / business books I have read. It's nice to read things that validate what I'm doing already... also nice to get pointers on how to improve. I highly recommend this book.
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1 of 2 people found the following review helpful
5.0 out of 5 stars Life Changing Advice May 13 2005
Format:Hardcover|Verified Purchase
I'm 80/20'ing all my books, and this is definitely a "keeper".
I found a piece of advice I needed right now, one with the potential to reduce my stress by 80%.
No, I'm not going to tell you the specific advice that worked for me today, you'll have to find a page written just for you. Don't worry, there's lots of wisdom to choose from.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.3 out of 5 stars  244 reviews
224 of 245 people found the following review helpful
2.0 out of 5 stars Rah Rah without substance April 20 2005
By mruseless - Published on Amazon.com
Format:Hardcover
This book is one of dozens out there that should go in the motivation section rather than the sales section. If you need motivation, this book is great. But if you are looking for solid advice on how to improve your sales technique, don't waste your money. The book is littered with cute phrases like "Kick your own ass", and "the more you love it, the more you will sell".

I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation. But I quickly became tired of "Rah-Rah, I'm the best salesman ever, and you suck unless you work harder." Don't get me wrong, everyone could stand to work harder. But that wasn't what I was looking for.

If you want motivation, read this book. If you want solid sales advice, read "SPIN Selling", or "Soft Sell".
108 of 117 people found the following review helpful
1.0 out of 5 stars Should be titled, "Little Red Book on How to Be a Salesman" March 19 2006
By David Brown - Published on Amazon.com
Format:Hardcover
Mine is obviously a dissenting opinion, but I vehemently disliked this little book. As one of the previous reviewers so aptly pointed out, it is not about selling, it is about personal motivation. If you need somebody to tell you the obvious things you need to do to be a successful sales person, then this book may help you. But if you're interested in learning about the sales process, there's just not much here.

The bombastic and cutesy writing quality is a big put-off for me, from the numbered lists that all end in ".5" to the use of semi-outrageous language. The author warns his readers that, "This book contains language used by real people used <sic> in real situations in sales." I don't know what crowd he is selling to, but I have been in sales for thirty-five years and I don't recall anyone ever using the word "puke" in a business conversation. The author must really like that word, as he overuses it throughout the book.

My biggest disappointment was that he actually hooked me in the introduction with the concept that we really should be studying how customers buy rather than how salesmen sell. That seemed like a clever and viable to way look at the selling/buying process, but there was unfortunately no follow up on that idea throughout the remainder of the book.

If you're trying to pump yourself up or have work ethic issues, then maybe it's worth the purchase, but if you appreciate good writing and thoughtful analysis, don't waste your twenty bucks.
26 of 27 people found the following review helpful
3.0 out of 5 stars Irritating at times, some good stuff May 25 2005
By Scott Reed - Published on Amazon.com
Format:Hardcover
Some of this stuff isn't practical, like having your kid leave voice mail messages for hard to reach prospects (note to Jeff...it didn't work!).

However, the section about power questions was right on the money. 95 percent of all salespeople ask stupid, pointless questions. Power questions work.

A strong 3 1/2 stars. Not the best I've read, but worth the $$$.
40 of 45 people found the following review helpful
5.0 out of 5 stars Could be the best sales book I have ever read.... Feb. 26 2005
By Steven Kempton - Published on Amazon.com
Format:Hardcover|Verified Purchase
I have been in sales for at least seven years full time as an Executive Search Recruiter in the US, Japan, and New Zealand. I am a big believer in personal development and so I have read my fair share of sales books. To be honest there are books that forget to tell you that it will be difficult and take time to grow your business and ability but Jeff Gitomer's book does neither of these things. He is brutally honest and at the same time inspirational in his goal to make you the best salesperson you can be.... for life. This is not a book for people who need a quick fix to get them out of a slump or to even convince them that a sales career is for them. Jeff's main focus is on techniques and attitude to be the best. Not half way there, but the very best. He doesn't prescribe shortcuts although you can take pieces of his advice and use them the next day, ultimately he is suggesting you take the time to put your heart into your work for a lifetime. It is a concept that people who go to work for a pay check may really struggle to put into practice for an employer, but for business owners and those who want to push themselves for lifelong sales and professional achievement then I highly recommend this book to you.
25 of 29 people found the following review helpful
1.0 out of 5 stars Terrible March 12 2008
By SDB - Published on Amazon.com
Format:Hardcover|Verified Purchase
I'm sure Mr. Gitomer is a good salesman since he, after all, managed to sell me his book. But he's not a good author and his book is not worth the time. His practical advice ranges from things like "don't whine", "buy your own laptop if your company won't buy you one" to "stay up late to prepare for next day instead of watching TV."

Maybe there is some good advice in this book for children selling lemonade down the street, but its a joke for any true Sales/Marketing professional. There are tons of better books out there, don't waste your time on this one. For good books on complex sales, try "Solution Selling" by Bosworth or "Hope is not a strategy" by Page. They lay out a proven, scientific and structured approach to the entire sales cycle. My company uses it routinely to great effect.
Solution Selling: Creating Buyers in Difficult Selling Markets
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
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