Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles of Sales Greatness : How to Make Sales Forever
by Gitomer, JeffreyFormat: Hardcover
Pub. Date: 2004-08-05
Publisher(s): Ingram Pub Services
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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. |
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