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99,5 câu trả lời tốt nhất cho những tình huống, cơ hội và khó khăn trong bán hàng
Những câu trả lời thực tế và hiệu quả trong mọi tình huống bán hàng hàng ngày. Ngoài ra, cuốn sách còn có các hướng dẫn và bài tập thực hành, các công cụ hỗ trợ đa phương tiện cho công việc và chỉ dẫn học trực tuyến. Nhưng muốn trở thành người bán hàng thành công, bạn phải hiểu được những câu trả lời đó, ứng dụng chúng một cách linh hoạt, phù hợp với phong cách và cá tính của mình.
Điều quan trọng nhất bạn cần phải hiểu: bạn chính là người quyết định số phận của mình và điều đó phần lớn phụ thuộc vào cách bạn làm chủ những câu trả lời. Cách bạn áp dụng chúng có thể quyết định sự thành bại trong công việc bán hàng của bạn.
Điều quan trọng nhất bạn cần phải hiểu: bạn chính là người quyết định số phận của mình và điều đó phần lớn phụ thuộc vào cách bạn làm chủ những câu trả lời. Cách bạn áp dụng chúng có thể quyết định sự thành bại trong công việc bán hàng của bạn.
282 pages, Unknown Binding
First published January 1, 2004
55 people are currently reading
608 people want to read
About the author
Jeffrey Gitomer
153 books324 followersAUTHOR.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.
OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.
BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.
IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.
ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.
TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.
SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.
SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.
AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.
SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.
"I give value first. I help other people.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.
OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.
BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.
IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.
ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.
TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.
SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.
SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.
AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.
SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.
"I give value first. I help other people.
Ratings & Reviews
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Displaying 1 - 30 of 44 reviews
January 5, 2019
"Don't be grumbling or lamenting about your tough day. People want to do business with a winner, not a whiner."
.
.
Great quote to get a feel for Gitomer. 3rd book of his I've read. He can be abrasive, so if you're a sensitive flower this probably isn't for you (nor is sales).
.
.
Gitomer drops a lot of value as usual. This book is comprised of common sales questions, with thoughtful answers. It can apply to new and experienced people. He doesn't give the 'being great is easy' pitch which is a nice change to all the social media 'rock stars'. Instead he says: "You get ahead in sales day by day. Getting ahead is not a natural progression. Getting ahead is a result of your dedication and determination."
.
.
Great ending advice. I'll admit that part of why I chose sales was the money (many other reasons), but it's most certainly NOT why I've stayed now that I'm becoming successful. "The worst reason to keep a job is because you're making a lot of money. When money is your motive, it's all about making the sale without regard to building the relationship- a formula for long term disaster."
.
.
Great quote to get a feel for Gitomer. 3rd book of his I've read. He can be abrasive, so if you're a sensitive flower this probably isn't for you (nor is sales).
.
.
Gitomer drops a lot of value as usual. This book is comprised of common sales questions, with thoughtful answers. It can apply to new and experienced people. He doesn't give the 'being great is easy' pitch which is a nice change to all the social media 'rock stars'. Instead he says: "You get ahead in sales day by day. Getting ahead is not a natural progression. Getting ahead is a result of your dedication and determination."
.
.
Great ending advice. I'll admit that part of why I chose sales was the money (many other reasons), but it's most certainly NOT why I've stayed now that I'm becoming successful. "The worst reason to keep a job is because you're making a lot of money. When money is your motive, it's all about making the sale without regard to building the relationship- a formula for long term disaster."
January 6, 2024
Think Jeffrey needs to start coming up with something new or fresh - this is a third book from the author I have read (listened to in audio format in this case) and it just seems rehashed stuff from his other books slightly altered to make it seem different where he has bothered
And his shitty annoying method of talking doesn't help the cause either when he tries to mimic a weak salespersons persona - just makes the listening more annoying and if anything cocky because his style in sales is by no means the only answer - more than 1 way to skin a cat to put it best - rest some seems common sense or dated
Waste of time if you haven't read anything from him before in my opinion
Ah well ...
To Our Continued Success!
Seemy
Waseem.tv/Blog
👆🏼 P.S -
If you found this review helpful - I’d like to invite you to discover more on our blog. Where the community share some of our most important insights to level up each others knowledge 💡- from experience in studying books like this, training programs, podcasts and much more - visit the blog link above to find out more.
P.P.S 😅 - You probably noticed from my profile that I’ve reviewed a LOT of books over the years now - if you love seeking knowledge like me I’d love to connect with you further as a like minded person (send me a friend invite! 😀) - Also if you are curious - here is my preferred and recommended resource for seeking timeless wisdom - Check it out via the website invite link below 👇🏼 (You’ll be able to claim some awesome books for free 📚)
https://Waseem.tv/GoodReadsBookInvite
And his shitty annoying method of talking doesn't help the cause either when he tries to mimic a weak salespersons persona - just makes the listening more annoying and if anything cocky because his style in sales is by no means the only answer - more than 1 way to skin a cat to put it best - rest some seems common sense or dated
Waste of time if you haven't read anything from him before in my opinion
Ah well ...
To Our Continued Success!
Seemy
Waseem.tv/Blog
👆🏼 P.S -
If you found this review helpful - I’d like to invite you to discover more on our blog. Where the community share some of our most important insights to level up each others knowledge 💡- from experience in studying books like this, training programs, podcasts and much more - visit the blog link above to find out more.
P.P.S 😅 - You probably noticed from my profile that I’ve reviewed a LOT of books over the years now - if you love seeking knowledge like me I’d love to connect with you further as a like minded person (send me a friend invite! 😀) - Also if you are curious - here is my preferred and recommended resource for seeking timeless wisdom - Check it out via the website invite link below 👇🏼 (You’ll be able to claim some awesome books for free 📚)
https://Waseem.tv/GoodReadsBookInvite
June 24, 2017
I don’t know why Gitomer rubs me the wrong way. I guess it has to do with the book being sales-y, instead of providing a meaningful analysis of the issues involved in sales. Very little about marketing is covered in this book and it makes it seem that sales is divorced from the rest of the company, which is not how it should be. Books like this are primarily cheerleading books meant to drive a particular viewpoint, and it helps only those who can be successful in the context in which the book operates.
March 14, 2012
This book is gold. Jeffrey Gitomer's style is no holds barred, so be prepared! He pulls no punches while offering both philosophical and practice advice to make more sales. He doesn't offer a rigid step by step process but recommends methods and processes that peppered with tips and tricks to make rain.
Here are my notes:
Little Red Book of Sales Answers
Prepared >> work hard >> engage >> get a commitment >> earn the sale >> earl a referral >> earn a testimonial
You make the order happen!
Practice >> goals
How to achieve your goals
Identify goals
Date it > start and end
List obstacles
Groups and contact who will help
Knowledge and skills needed
Create an action plan for each goal
List the benefits of the goals
Make action every day (daily dose)
How to make things happen
Wake up early
Love what you do
Dedicate yourself to being a lifelong student
Get rid of anger
Turn barrier into breakthrough
No’s are not yet
Watch little or no television
Read for 20 minutes every morning
Write for 20 minutes every morning
Call who you love and tell them that you love them
Tell yourself you are the best
Positive attitude
Embrace funny in your every day life
Improve your writing
Mentors
Create a short list of mentoring
Get a relationship with them
This is not explicit but something you develop through time
Give value
Ask for advice
Cold calling is getting less effective
How to get to your sales prospects without cold calls
Write an article
Get on a talk show
Give a speech
Send a newsletter
Hold a free seminar
Network at a business function
Get a referral
Cold call opportunities
Nearby businesses
To test sales strategies
Go to the higher level person first. Lower level people end of being gatekeepers. Don’t think the low level person under the bus.
How to get past gatekeeper
Know the name of the decision-maker
Have a response for what’s this in reference too
Be friendly
Ask for help
Be sincere
Don’t try out worn out sales tactics
Tell the truth
Have a real good reason to contact aside from sales
Be original
They’ve heard it before
Should be a positive experience
Get information on the customer
Read website
Google the company
Google the person and family
Print out the information so that people see it
How to get to the CEO >> Phone ask for an interview for a newsletter
What can you ask that differentiates you from your competition? Look at your products and services in terms of ownership instead of purchasing.
Where would be the first place that you would drive this car when you own it? NOT
How much money do you have for this project (budgetary questions)
Make a list of the ten best questions that you ask and cross off the ones that your competitor says. Keep doing it until you have questions that can beat the competitor into the ground.
Bring along a customer to a prospect
Why did the last ten sales say yes and why did the last rejections happen and why? That will tell you what to do.
Develop a strategy, structure, approach to selling not a selling system
Making a connection
Making an appointment
Get ready for the sale
Engaging the prospect in a way that gains his interest
Proving the value of your offer
Coming to an agreement
Delivering
Servicing
Creating an environment that’s so awesome that they buy again, refer, and speak positively in the market place
Your philosophy will determine your structure (Jeffrey Gitomer’s philosophy:)
Give value first
Help other people
Strive to be best at what I love to do
Establish long term relationships
Have fun
Two most killer questions
When you are buying X what are the three biggest mistakes that people make? (larger the purchase the less people want to make mistake)
When I say X what one word comes to mind? (give top of mind awareness and feelings on it)
Know what is takes to get their business don’t ask
Ask the right questions: “people don’t like to be sold but they like to buy”
What’s been your experience
How that this helped your profit
How have you experienced?
Price objection brings up
If customer asks how much
Ask permission to ask a question (qualifying)
Ask question quick questions that leads to a price offering that assures purchase
Need
Desire
Status
Be certain they perceive value
“Our prices are fair and firm” then establish their value
Be proud of the price
Testimonials are the best way to overcome price objections
Difference between a stall and an objection (let me think about it / too high no) they are mostly not the real reason
Prevent objections don’t respond to them, deal with it during your presentation
A lot of people tell us X but here are some testimonials that explain or whatever
Or some people tell us X but we’ll deal with it later in the presentation because I wouldn’t want to waste your time
Buying signals
If they ask a question
Most powerful: how much is it (prospect is thinking ownership)
Ask for the sale
Ask: what’s the risk? (when do you want to start next risking)
Ask: when is the next job? (get one job to prove yourself)
Ask for an indirect commitment (how many people need to be trained / how many?)
What’s preventing you from doing business?
If obstacle, is that the only reason?
Sen
Fair enough? (Let’s do this trial job and if you’re happy X if you’re not no price, fair enough?)
Ask with humor..
When would you like to do that?
Ask for the sale when the mood is right
Ask for the sale in a sincere friendly and professional manner. Ask early and often!
How do buyers decide and what they are looking for...
Perceived difference in your product and service with competitors
Better perceived value than competitor (not price)
Little or no risk from purchasing from you
Buyer must like, believe, and have confidence and trust (begins with like)
Lowest price (only after the first four fail or need more room)
Decision maker needs to be feel comfortable about the deal
Have a great product AND reputation
Leave voicemail in a way that gives enough value to get a return call (profit productivity etc not you sell printers... about them!)
Have facts about them
Focus on a benefit not the product
How to change your own voicemail message
Selling in internet world
Old way of selling doesn’t work anymore (selling manipulate)
Prospect needs to like you
Full contact selling (need tech savvy etc)
Not who you know what who knows you
Do everything at net speed
Differential from competition other than price (7 key areas)
Values
Name
Questions
Ideas
Creative
Presentation
Perceived value
Ability to deliver beyond expectation
Value first proposition!
Wow me or lose me
The objective of selling is engaging and harmonizing
Prepare for a sales call
Visit the website that you are calling, read, and analyze it
Visit the competitors website
Google the name of the company
Google the name of the person you are meeting with
Create tailored questions from the information
Following up
Creativity
Give value
Gain their interest
Nothing about your wallet
Something different than
Offer something to advance sale
Tell them a new deal
Expect a package in the mail
Make an appointment before you leave the office
Add enough value that they are attracted to you: value added services or products are something that you sell and you want people to buy not to sell
What is give value first? They bought it and you don’t have to sell it.
Angry customer
Empathize
Determine speed of need
Figure out what you are going to do about it now
Tell them what they want to hear
Don’t blame other people etc
Dealing with price issues
Support price as the true price “why”
Higher price reason better customer service, follow up, etc
Testimonials of customer who were anxious but glad they did
Sell competitive edge not price
Price with relationship
Sell on everything but price, value / quality / etc
If someone asks for a proposal say no
If must
Proposal isn’t the sale
It’s a confirmation of it
Video testimonials
Support claims, overcome objections, using competitor than switched to them, send them an appropriate testimonial
Arsenal!
Thank you note
Personal
Sincere
Say thank you!
Say something personal
Keep door open to future sales
How to succeed / double your sales
Action formula
Read about positive attitude 15 min a day
Read one sales book per quarter
Read one personal development book per quarter
Read one creativity book per year
Attend four sales seminars a year
Listens to CDs (repeat and practice immediately)
Record yourself reading your books on sales 30 min a week
Post goals in front of your face and read them twice a day (post completed goals some other place you see)
Have real sales training 30 minutes a week
Record yourself making a sales training
Turn the action formula into goals!
Keep talking to a prospect until you believe that you can no longer provide the best solution to the customer or until they start screaming in your face.
If customer says no, explain this to them. I believe in the product or service so much that I am going to keep communicating with you until we can find a workable agreement or you start screaming at me and call the cops.
This demonstrates that you truly believe in your product or service
How to double your sales
Double people you sit in front of who can buy from you
Get your current customers to bring you another customer
Combination of the two
Real promotion and positioning requires that prospects engage in it, keep it around, etc. THEN reinforce the promotion and positioning with advertising
Why are you loyal to certain businesses?
Invest as much in your existing customers as you do to find new ones
Pointers for a hot list
Get and stay likeable (sell self first then product)
List of things you do that your competition does
List of objections and figure out answers that win
Get the prospect hot for you
Try it and soon as you learn it (listen then try gets mastery)
Adapt what you learn to your sales cycle
Get and keep and positive attitude
Join Toastmaster’s
Stay a (humble) student
Daily dose
Making it easy to buy
Be available to sale when I want to buy
Have live human beings answer the phone
Hire friendly people
Take advantage of leading edge technology
Identify reasons customers are leaving and fix
Identify reasons customers are buying and enhance them
Be your own customer
Friendly is good
How friendly are you?????? Eh....
Repertoire, find common ground, become a friend
Look for clues at a prospects office (award, diploma, family picture, etc) ask how they got the bowling trophy etc
Use humor
Ask engaging questions about them that you both have interest and knowledge
Personal commercial (ask first and then commercial) less than 30 seconds
Give first: Exchange names and then “I meet a lot of people and one of the best for me to get to know them and them to get to know me is to ask ‘what’s the perfect customer for you?’ and after you’re done I’ll go through my mental database and see if I know of anyone who might be a good prospect for you.”
What do you do commercial: Hand coin business card “I’m the best sales trainer in the world.” Chat // How many of your sales people didn’t mean their sales goals last year?
Deficit commercial: How much $ do you think it will take you to retire? and how much of that do you have right now? // My job is to take you from where you are to where you want to be. I don’t know if I can help you or not but if you’re willing to bring some of your pertinent data to maybe a breakfast, I’ll take a look at it. If I think I can help you I’ll tell you and if I don’t I’ll tell you that too. Fair enough?
Make sure to tell you what you do when you’re *done*
Best leads
Unsolicited referral
Proactive referral from customer
Reactive referral from customer
Networking (pre plan figure out who will be there and learn about then and then also be the featured speaker at the event // be the perceived leader)
Keep customers loyal
Schedule quarterly meetings with users and customers to talk about to determine how customers needs are being met and exceeded
Communicate with customers weekly
Create partnership programs where you work together for common good
Create a testimonial ad campaign
Readying when customer needs
Answer the phone with a person 24 hours a day
Website service friendly
Website question friendly
Website sales friendly
Create automatic response to email
Give every customer your email and phone
Best way to get referrals
Give referrals
Provide great products and services and then ask for referral
Partnering with customers and referrals
Thank customer
Ask for help (get customer engaged)
Earn and not ask for referral
Get customer to set up three way call
Get customer to set up three way meeting
Here are my notes:
Little Red Book of Sales Answers
Prepared >> work hard >> engage >> get a commitment >> earn the sale >> earl a referral >> earn a testimonial
You make the order happen!
Practice >> goals
How to achieve your goals
Identify goals
Date it > start and end
List obstacles
Groups and contact who will help
Knowledge and skills needed
Create an action plan for each goal
List the benefits of the goals
Make action every day (daily dose)
How to make things happen
Wake up early
Love what you do
Dedicate yourself to being a lifelong student
Get rid of anger
Turn barrier into breakthrough
No’s are not yet
Watch little or no television
Read for 20 minutes every morning
Write for 20 minutes every morning
Call who you love and tell them that you love them
Tell yourself you are the best
Positive attitude
Embrace funny in your every day life
Improve your writing
Mentors
Create a short list of mentoring
Get a relationship with them
This is not explicit but something you develop through time
Give value
Ask for advice
Cold calling is getting less effective
How to get to your sales prospects without cold calls
Write an article
Get on a talk show
Give a speech
Send a newsletter
Hold a free seminar
Network at a business function
Get a referral
Cold call opportunities
Nearby businesses
To test sales strategies
Go to the higher level person first. Lower level people end of being gatekeepers. Don’t think the low level person under the bus.
How to get past gatekeeper
Know the name of the decision-maker
Have a response for what’s this in reference too
Be friendly
Ask for help
Be sincere
Don’t try out worn out sales tactics
Tell the truth
Have a real good reason to contact aside from sales
Be original
They’ve heard it before
Should be a positive experience
Get information on the customer
Read website
Google the company
Google the person and family
Print out the information so that people see it
How to get to the CEO >> Phone ask for an interview for a newsletter
What can you ask that differentiates you from your competition? Look at your products and services in terms of ownership instead of purchasing.
Where would be the first place that you would drive this car when you own it? NOT
How much money do you have for this project (budgetary questions)
Make a list of the ten best questions that you ask and cross off the ones that your competitor says. Keep doing it until you have questions that can beat the competitor into the ground.
Bring along a customer to a prospect
Why did the last ten sales say yes and why did the last rejections happen and why? That will tell you what to do.
Develop a strategy, structure, approach to selling not a selling system
Making a connection
Making an appointment
Get ready for the sale
Engaging the prospect in a way that gains his interest
Proving the value of your offer
Coming to an agreement
Delivering
Servicing
Creating an environment that’s so awesome that they buy again, refer, and speak positively in the market place
Your philosophy will determine your structure (Jeffrey Gitomer’s philosophy:)
Give value first
Help other people
Strive to be best at what I love to do
Establish long term relationships
Have fun
Two most killer questions
When you are buying X what are the three biggest mistakes that people make? (larger the purchase the less people want to make mistake)
When I say X what one word comes to mind? (give top of mind awareness and feelings on it)
Know what is takes to get their business don’t ask
Ask the right questions: “people don’t like to be sold but they like to buy”
What’s been your experience
How that this helped your profit
How have you experienced?
Price objection brings up
If customer asks how much
Ask permission to ask a question (qualifying)
Ask question quick questions that leads to a price offering that assures purchase
Need
Desire
Status
Be certain they perceive value
“Our prices are fair and firm” then establish their value
Be proud of the price
Testimonials are the best way to overcome price objections
Difference between a stall and an objection (let me think about it / too high no) they are mostly not the real reason
Prevent objections don’t respond to them, deal with it during your presentation
A lot of people tell us X but here are some testimonials that explain or whatever
Or some people tell us X but we’ll deal with it later in the presentation because I wouldn’t want to waste your time
Buying signals
If they ask a question
Most powerful: how much is it (prospect is thinking ownership)
Ask for the sale
Ask: what’s the risk? (when do you want to start next risking)
Ask: when is the next job? (get one job to prove yourself)
Ask for an indirect commitment (how many people need to be trained / how many?)
What’s preventing you from doing business?
If obstacle, is that the only reason?
Sen
Fair enough? (Let’s do this trial job and if you’re happy X if you’re not no price, fair enough?)
Ask with humor..
When would you like to do that?
Ask for the sale when the mood is right
Ask for the sale in a sincere friendly and professional manner. Ask early and often!
How do buyers decide and what they are looking for...
Perceived difference in your product and service with competitors
Better perceived value than competitor (not price)
Little or no risk from purchasing from you
Buyer must like, believe, and have confidence and trust (begins with like)
Lowest price (only after the first four fail or need more room)
Decision maker needs to be feel comfortable about the deal
Have a great product AND reputation
Leave voicemail in a way that gives enough value to get a return call (profit productivity etc not you sell printers... about them!)
Have facts about them
Focus on a benefit not the product
How to change your own voicemail message
Selling in internet world
Old way of selling doesn’t work anymore (selling manipulate)
Prospect needs to like you
Full contact selling (need tech savvy etc)
Not who you know what who knows you
Do everything at net speed
Differential from competition other than price (7 key areas)
Values
Name
Questions
Ideas
Creative
Presentation
Perceived value
Ability to deliver beyond expectation
Value first proposition!
Wow me or lose me
The objective of selling is engaging and harmonizing
Prepare for a sales call
Visit the website that you are calling, read, and analyze it
Visit the competitors website
Google the name of the company
Google the name of the person you are meeting with
Create tailored questions from the information
Following up
Creativity
Give value
Gain their interest
Nothing about your wallet
Something different than
Offer something to advance sale
Tell them a new deal
Expect a package in the mail
Make an appointment before you leave the office
Add enough value that they are attracted to you: value added services or products are something that you sell and you want people to buy not to sell
What is give value first? They bought it and you don’t have to sell it.
Angry customer
Empathize
Determine speed of need
Figure out what you are going to do about it now
Tell them what they want to hear
Don’t blame other people etc
Dealing with price issues
Support price as the true price “why”
Higher price reason better customer service, follow up, etc
Testimonials of customer who were anxious but glad they did
Sell competitive edge not price
Price with relationship
Sell on everything but price, value / quality / etc
If someone asks for a proposal say no
If must
Proposal isn’t the sale
It’s a confirmation of it
Video testimonials
Support claims, overcome objections, using competitor than switched to them, send them an appropriate testimonial
Arsenal!
Thank you note
Personal
Sincere
Say thank you!
Say something personal
Keep door open to future sales
How to succeed / double your sales
Action formula
Read about positive attitude 15 min a day
Read one sales book per quarter
Read one personal development book per quarter
Read one creativity book per year
Attend four sales seminars a year
Listens to CDs (repeat and practice immediately)
Record yourself reading your books on sales 30 min a week
Post goals in front of your face and read them twice a day (post completed goals some other place you see)
Have real sales training 30 minutes a week
Record yourself making a sales training
Turn the action formula into goals!
Keep talking to a prospect until you believe that you can no longer provide the best solution to the customer or until they start screaming in your face.
If customer says no, explain this to them. I believe in the product or service so much that I am going to keep communicating with you until we can find a workable agreement or you start screaming at me and call the cops.
This demonstrates that you truly believe in your product or service
How to double your sales
Double people you sit in front of who can buy from you
Get your current customers to bring you another customer
Combination of the two
Real promotion and positioning requires that prospects engage in it, keep it around, etc. THEN reinforce the promotion and positioning with advertising
Why are you loyal to certain businesses?
Invest as much in your existing customers as you do to find new ones
Pointers for a hot list
Get and stay likeable (sell self first then product)
List of things you do that your competition does
List of objections and figure out answers that win
Get the prospect hot for you
Try it and soon as you learn it (listen then try gets mastery)
Adapt what you learn to your sales cycle
Get and keep and positive attitude
Join Toastmaster’s
Stay a (humble) student
Daily dose
Making it easy to buy
Be available to sale when I want to buy
Have live human beings answer the phone
Hire friendly people
Take advantage of leading edge technology
Identify reasons customers are leaving and fix
Identify reasons customers are buying and enhance them
Be your own customer
Friendly is good
How friendly are you?????? Eh....
Repertoire, find common ground, become a friend
Look for clues at a prospects office (award, diploma, family picture, etc) ask how they got the bowling trophy etc
Use humor
Ask engaging questions about them that you both have interest and knowledge
Personal commercial (ask first and then commercial) less than 30 seconds
Give first: Exchange names and then “I meet a lot of people and one of the best for me to get to know them and them to get to know me is to ask ‘what’s the perfect customer for you?’ and after you’re done I’ll go through my mental database and see if I know of anyone who might be a good prospect for you.”
What do you do commercial: Hand coin business card “I’m the best sales trainer in the world.” Chat // How many of your sales people didn’t mean their sales goals last year?
Deficit commercial: How much $ do you think it will take you to retire? and how much of that do you have right now? // My job is to take you from where you are to where you want to be. I don’t know if I can help you or not but if you’re willing to bring some of your pertinent data to maybe a breakfast, I’ll take a look at it. If I think I can help you I’ll tell you and if I don’t I’ll tell you that too. Fair enough?
Make sure to tell you what you do when you’re *done*
Best leads
Unsolicited referral
Proactive referral from customer
Reactive referral from customer
Networking (pre plan figure out who will be there and learn about then and then also be the featured speaker at the event // be the perceived leader)
Keep customers loyal
Schedule quarterly meetings with users and customers to talk about to determine how customers needs are being met and exceeded
Communicate with customers weekly
Create partnership programs where you work together for common good
Create a testimonial ad campaign
Readying when customer needs
Answer the phone with a person 24 hours a day
Website service friendly
Website question friendly
Website sales friendly
Create automatic response to email
Give every customer your email and phone
Best way to get referrals
Give referrals
Provide great products and services and then ask for referral
Partnering with customers and referrals
Thank customer
Ask for help (get customer engaged)
Earn and not ask for referral
Get customer to set up three way call
Get customer to set up three way meeting
December 11, 2018
If you're in sales, this is a good primer. The audiobook moves along but the author/narrator has an edge that might turn some off. There are lots of tidbits, suggestions, rules, answers, and more on how to be successful at sales. You have to practice, work hard, keep learning, be authentic, and keep at it to master it. You must love what you do. You must be prepared, do your homework. Lots of common sense here. I would recommend this for salespeople, and also check out this author's other books, podcasts, and online presence.
April 26, 2018
One of the best sales books on the market. Short easy to read sections means anyone can get through it as time allows. Full of great insights and useful, practical knowledge. I buy multiple copies and send them out to sales reps because I know the value it provides and how it can help any sales person increase their closing rate and become a better sales person.
If you are in sales, this should be on your desk.
If you are in sales, this should be on your desk.
November 15, 2020
Very straightforward, easily applicable ideas for sales. Many of the “99.5” tips can be applied in other lines of work. I’m a teacher and I found several excellent takeaways.
Gittomer uses language that feels like he’s talking to a guy or a group of men. I suppose he would say to the women readers or listeners “if you can’t deal with that little bit of discomfort, then toughen up lady”.
It’s still an excellent book - for anyone.
Gittomer uses language that feels like he’s talking to a guy or a group of men. I suppose he would say to the women readers or listeners “if you can’t deal with that little bit of discomfort, then toughen up lady”.
It’s still an excellent book - for anyone.
August 1, 2017
Not as good as little red book of sales, definitely not. It's a form of follow-up that answers almost the same questions you would have answered by reading the main book. If you haven't read it correctly, then Sales Answers are for you.
August 12, 2021
Great advice if you have enough money to employ yourself and sell on your own schedule. Gitomer is extremely self-centered and egotistical. The book basically several pages of gitomer going on about how much finesse he has. Save yourself the time and read something else.
May 6, 2022
i keep reading through gitomer. good positive encouragement every day. ideas and reminders.
this may not be my fav ... but it's good.
this may not be my fav ... but it's good.
July 2, 2023
And this book still relevant until now. In addition to sales tricks, this book also contains self-development and attitude.
July 4, 2023
Loved this!
December 12, 2023
Sales ?
This book is more than sales !!
If I was gonna write a book it will be like this one, title and bullet points. Straight to the point and helpful.
This book is more than sales !!
If I was gonna write a book it will be like this one, title and bullet points. Straight to the point and helpful.
March 26, 2025
• 60% de buenos consejos para la venta
• 40% de humo
Pero cumple
• 40% de humo
Pero cumple
April 18, 2010
I liked the second Little Red Sales Book by Gitomer even better than the first. I think the presentation of this one was much easier to digest.
Gitomer takes 100 questions and breaks them down into 1 to 3 page summaries. The summaries contain what to do, or not to do or some suggestions on how to come to the best answer on your own. The book itself is a great confidence builder and proves there are answers available to every question.
Honestly, I think the first chapter was the most influential. In this section Gitomer talks about bettering yourself and your attitude. This is a critical foundation for success and I'm glad the author takes his time explaining how important this part of life is.
There were a few sentences that came across as arrogant but that's not surprising. Gitomer not only believes he is the best in the world but has quite a bit of proof to back him up. If something struck me as too over the top I simply ignored the sentence and moved on. There is more than enough high quality advice within to overcome that one tiny flaw.
After this I am very tempted to pick up the Little Black Book of Networking, also by Gitomer. There are many suggestions for further reading within both of the Little Red Books as well and many of them were not familiar to me. So Gitomer not only provides you with highest quality advice but also the means with which to educate yourself further.
Overall, I was extremely impressed by this work and look forward to using the techniques within. This is one book I'll be reading many more times and expect the value of the advice to grow in the long run.
Gitomer takes 100 questions and breaks them down into 1 to 3 page summaries. The summaries contain what to do, or not to do or some suggestions on how to come to the best answer on your own. The book itself is a great confidence builder and proves there are answers available to every question.
Honestly, I think the first chapter was the most influential. In this section Gitomer talks about bettering yourself and your attitude. This is a critical foundation for success and I'm glad the author takes his time explaining how important this part of life is.
There were a few sentences that came across as arrogant but that's not surprising. Gitomer not only believes he is the best in the world but has quite a bit of proof to back him up. If something struck me as too over the top I simply ignored the sentence and moved on. There is more than enough high quality advice within to overcome that one tiny flaw.
After this I am very tempted to pick up the Little Black Book of Networking, also by Gitomer. There are many suggestions for further reading within both of the Little Red Books as well and many of them were not familiar to me. So Gitomer not only provides you with highest quality advice but also the means with which to educate yourself further.
Overall, I was extremely impressed by this work and look forward to using the techniques within. This is one book I'll be reading many more times and expect the value of the advice to grow in the long run.
August 4, 2014
Desde Leader Summaries recomendamos la lectura del libro El pequeño libro rojo de las respuestas sobre ventas, de Jeffrey Gitomer.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro El pequeño libro rojo de las respuestas sobre ventas, Cómo salir victorioso de las situaciones más complicadas a las que se enfrentan la mayoría de los vendedores: El pequeño libro rojo de las respuestas sobre ventas
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: marketing y ventas, las mejores técnicas de ventas.
En el siguiente enlace tienes el resumen del libro El pequeño libro rojo de las respuestas sobre ventas, Cómo salir victorioso de las situaciones más complicadas a las que se enfrentan la mayoría de los vendedores: El pequeño libro rojo de las respuestas sobre ventas
May 10, 2008
This is a great little sales resource book - it's a bit cheesy (and self promoting) but I did think it had some good tips for someone starting off in sales with a million "How do I..." or "How should I..." or "What's the best way to..." questions. There are suggestions on setting appointments, how to ask for the sale, how to close a sale, how to get past the gatekeepers, how to structure messages (email, voicemail, and written), how to stay ahead of your competition, etc.
This book is a quick read - I read it in under an hour. The format is "snapshot" with bulleted or numbered lists for at-a-glance reference. I liked it because it made it easy to read and remember.
This book is a quick read - I read it in under an hour. The format is "snapshot" with bulleted or numbered lists for at-a-glance reference. I liked it because it made it easy to read and remember.
May 1, 2014
Книга для менеджеров по продажам, предпринимателей. Книга очень инструктивная. Много полезных советов. Написана с юмором, читается легко. Но читать нужно, как советует сам Джеффри Гитомер, не торопясь. Все, о чем пишет автор, сразу примерять к себе, пробовать, записывать. Конечно, некоторые советы могут показаться банальными. Но, ведь знать что-то, еще не значит уметь использовать. Автор, известный бизнес-тренер по продажам, широко представлен в SM - пространстве. Советую прочитать всем, кто создает свой бизнес, не хочет заморачиваться пространными рассуждениями, а ищет практических рекомендаций.
November 14, 2016
A great book to set right foundations for your sales career. I have not been in sales but yet this book helped me understand sales and identify the key skills I need to groom to be successful in sales. The author explains his 12.5 sales principles in simple and straight way with examples of the real world situations sales people face on daily basis.
I would recommend this book to everybody who wants to get started in sales or even an experienced sales professional. Highly recommend !!
I would recommend this book to everybody who wants to get started in sales or even an experienced sales professional. Highly recommend !!
October 9, 2008
I don't know if I am not in a place to read and absorb this information or if it is the same information that has been presented in his other books just recycled.
The first two I read were fun and easy reads. This one was not. Infact, I couldn't finish it. After 3 months of trying, I gave up.
I may revisit it in the future.
Disappointed.
The first two I read were fun and easy reads. This one was not. Infact, I couldn't finish it. After 3 months of trying, I gave up.
I may revisit it in the future.
Disappointed.
September 4, 2012
This is an awesome book my coworker gave me as I shared with her my wife and I began selling life insurance. It's a great book for people beginning in business or people who've been in business and need to brush up on their techniques of selling and giving value to people who they want business from.
April 14, 2008
Hello...if you're in sales and don't have this book within reach at your desk, then I wonder how much you're struggling. Can you be successful without this book? Sure. Can you be very successful with this book? Yes! Buy it! Gitomer is hilarious, and you'll laugh while you learn.
January 22, 2009
I'm not in sales but contains some good info that you can apply to any position or some real-life situations. it's a little bit cheesy but a quick read and hopefully will be useful.
I would recommend it to anyone in sales
I would recommend it to anyone in sales
February 7, 2012
Absolutely fantastic! Once again Jeffrey Gitomer hits all of the right points in simple, concise yet dynamic ways. Whether you think you are in sales or not, you are. Therefore read this book (and everything else that Jeffery writes). You will not be disappointed.
July 4, 2010
Jeffrey Gitomer's The Little Red Book of Sales Answers is so good that I listened to it back-to-back this time around. Highly recommended. One of may all-time favs. Nothing but big ideas and sound advice to increase your personal brand, increase your sales, and increase your quality of life
December 5, 2010
Really good book and, like Rework, it was more a bulleted list of "to do" activities than an engaging "how to". I know that it is one that I will have to revisit several times to really get the full impact.
November 13, 2016
Great book. Insightful and inspirational. It covers concepts one wouldn't even think of regarding sales. Highly relevant with great application potential.
Jessi Payne
Life Coach and Author
www.RockStarJessi.com
Jessi Payne
Life Coach and Author
www.RockStarJessi.com
January 18, 2009
Fantastic ideas to motivate sales staff!
October 30, 2009
Very good book on sales and selling techniques
August 30, 2010
This one is my favorite...
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