Abhi Yerra's Reviews > Little Red Book of Selling: 12.5 Principles of Sales Greatness

Little Red Book of Selling by Jeffrey Gitomer
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The beginning started like Glengarry Glen Ross and initially turned me off since I thought it was a book teaching old school sales techniques but thankfully it does get better. Here are the principles and what I thought about them.

## Kick your own ass
Yeah, well I wouldn’t be reading this book if I didn’t want to improve.

## Prepare to win, or lose to someone who is.
I feel like this is a no-brainer. You have to know what you are selling and what your competition is selling to get better.

## Personal branding IS sales: It’s not who you know, it’s who knows you.
Seems to be a good lesson in this and something that I have sort of built up over the last couple years. Definitely branding is important to sales.

## It’s all about value, it’s all about relationship, it’s not all about price.
People buy you as a person so focus on building a relationship. The relationship should lead to the sale not vice versa.

## It’s NOT work, it’s NETwork.
Seems pretty obvious that you need to talk and work with people include networking.

## If you can’t get in front of the real decision maker, you suck.
Be like Steve Jobs, not Woz. Have a great idea make it simple, and even simpler.

## Engage me and you can make me convince myself.
I think this is where the ~Challenger Sales~ comes in since that book is talking about challenging the customer to think about what it is that they are trying to do and show them a better way.

## If you can make them laugh, you can make them buy.
Well if you can make anyone laugh then you already have them thinking of you in a good light.

## Use CREATIVITY to differentiate and dominate.
You have to be creative within a framework though. This one is talking about different ways to approach sales which is not you talking, etc.

## Reduce their risk and you’ll convert selling to buying.
Make sales simple. Complex things are harder to sell. There was a lesson in Silicon Valley in this:

Richard Hendricks: Don't you think because they are such amazing sales people that it would be OK for them to sell the harder stuff?
Jack Barker: No, it does not work that way. The way you keep the best sales people is you need to give them something easy to sell. Otherwise they just go somewhere else.

## When you say it about yourself it’s bragging. When someone else says it about you it’s proof.
Testimonials seem to be the norm now.

## Antennas up!
Seems to be to follow the OODA loop and be a salesman at whatever stage and time.

## Resign your position as general manager of the universe.
Know you know nothing.
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Reading Progress

March 12, 2017 – Shelved
March 12, 2017 – Shelved as: to-read
March 12, 2017 – Shelved as: sales
Started Reading
December 8, 2017 – Finished Reading

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