Summary:
A concise guide to successful selling, this book presents 12.5 principles of sales greatness that can help readers elevate their sales techniques and achieve success in their careers.
Book Genre:
Business, Sales, Self-help
Main Topic of the Book:
The Little Red Book of Selling is a sales guidebook that provides practical tips and strategies for success in the world of sales.
Key Ideas:
- The importance of building relationships and providing value to customers
- The power of personal branding and differentiation in sales
- The impact of attitude and confidence on sales success
- The significance of asking the right questions and active listening in sales
- The role of persistence and perseverance in sales
Main Parts of the Book and a Short Summary:
- Introduction: The author introduces the book and explains the importance of being a great salesperson.
- Part One: Preparation – This section covers the foundational principles of selling, including attitude, personal branding, and the sales mindset.
- Part Two: Presentation – The second part focuses on the practical side of selling, including communication, active listening, and the art of persuasion.
- Part Three: Persistence & Follow-up – This segment emphasizes the importance of persistence and follow-up in the sales process.
- Part Four: People Buy You Before People Buy From You – In this section, the author emphasizes the importance of personal relationships in sales.
- Conclusion: The author wraps up the book by summarizing the key principles and motivating readers to apply them in their careers.
Key Takeaways:
- Sales success is dependent on building trust and relationships with customers.
- Personal branding and differentiation are essential for standing out in the crowded sales market.
- Having a positive attitude and strong belief in one’s abilities can lead to sales greatness.
- Asking the right questions and actively listening can help identify and meet the needs of customers.
- In sales, persistence and follow-up are critical for closing deals and building long-term relationships.
- Personal connections are key, and people buy from those they know, like, and trust.
Author’s Background and Qualifications:
Jeffrey Gitomer is a renowned sales trainer, speaker, and author with over 40 years of experience in the field of sales. He is also the creator of the ‘Sell or Die’ podcast and has authored numerous bestselling books, including ‘The Little Gold Book of Yes! Attitude’, ‘The Sales Bible’, and ‘Customer Satisfaction is Worthless, Customer Loyalty is Priceless’.
Target Audience:
The target audience for this book is anyone working in sales, from beginners looking to kickstart their careers to sales veterans looking to refine their skills and achieve greater levels of success in their profession.
Publisher and First Publication Date:
The Little Red Book of Selling was first published in 2004 by Bard Press and has since been translated into 14 languages. The current edition is published by Wiley and was released in 2014.