12.5 Principles of Sales Greatness. How to make sales FOREVER! By Jeffrey Gitomer.
Book #1 to financial independence. Make sure to give it a read. You’ll be glad you did.
If you are just starting in sales, you DEFINITELY want to get your hands on this read. This is not your typical cut-and-dried textbook on theory or “strategies” for sales. Jeffrey Gitomer’s Little Red Book of Selling is filled with what the author calls “red gold”. Ready to start mining?
The 12.5 Red Principles of Sales Greatness:
- Kick your own ass.
- Prepare to win, or lose to someone who is.
- Personal branding IS sales: It’s not who you know, it’s who knows you.
- It’s all about value, it’s all about relationship, it’s not all about price.
- It’s NOT work, it’s NETwork.
- If you can’t get in front of the real decision maker, you suck.
- Engage me and you can make me convince myself.
- If you can make them laugh, you can make them buy!
- Use CREATIVITY to differentiate and dominate.
- Reduce their risk and you’ll convert selling to buying.
- When you say it about yourself it’s bragging. When someone else says it about you its proof.
- Antennas up!
12.5. Resign your position as general manager of the universe.
Before you think you’re a sales guru now, realize this comes straight from the table of contents. Each chapter dives deeper into the chapter’s principle and has it’s own set of mini-principles, tips, and elements that give a well-rounded view on why and how each red principle can lead you to sales greatness.
While reading, you will realize you have used part, if not all, of the principles before. At the same time, you will find out you have been going against the tide on some “common sense” knowledge.
Even if you are not in sales or have “too many” sales, this book is a MUST read. In reality, this book is MORE than just a sales book. It’s really a book of personality. In parts of the book, there are sections that have what the author calls a red whine and a red selling response. These sections help you realize if you are a winner or a whiner.
Example of red whine: “They won’t provide me any training.”
Example of red selling response: “Train yourself.”
Broke Tip: Become a winner, avoid the whiners.
How long is it?
Jeffrey Gitomer’s Little Red Book of Selling is only 219 pages short. You will be able to read and finish the book within a weekend. However, the author and The Broke Investor recommend to read the book until you can rehearse it by memory.
The book also comes with comic strips that keeps you entertained and retains your focus on finishing the book. If you are still reading this book overview and have not searched for the book yet, here you go. Jeffrey Gitomer also provides free training videos, here.
Keep growing, keep investing.