20 Best Sales Books
Little Red Book of Selling
by Jeffrey Gitomer
With The Little Red Book of Selling, Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from. Salespeople want answers. 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 old-world sales tactics. It has everything to do with understanding buying motives and taking ethical, relationship-building actions.
People don’t like to be sold but they love to buy has become more than Gitomer’s registered trademark- it’s a mantra. A mantra every salesperson needs to understand at the core of his selling success. Throughout this book the reader will begin to adopt a philosophy that drives them to a higher, value-driven purpose.
There are 12.5 powerful principles of sales mastery. These principles are at the heart of sales success. They are the difference between red (putting your heart into your career) and black (having a job, coming to work, and making a commission). Other chapters include; What’s the Difference between Failure and Success in Salespeople, The Little Salesman that Could, The Two Most Important Words in Selling, and Just Plain “How to Make a Sale.”objections and unique, insightful responses.
Excerpt: When you’re in a slump, you begin to press for orders instead of working your best gameplan (which is: “sell to help the other person,” and let your sincerity of purpose chine through). When you have the pressure to sell, the prospect senses it, and backs off.