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It was first book that i bought from amazon and i was satisfied. I just got a Gitomer`s Little Red Book of Selling and it`s really shocked me. Because the book were shipped in a very short time and the quality is very high.
I got back to these basics, changed my actions and have achieved better results. There are no revolutionary ideas in this book but every page is filled with another powerful basic point that is actionable. Highly recommended This book was extremely good at getting me back to the essential basics. Basics that I learnt 20 years ago but which I had forgotten.
If you can take in the big picture you will love this book but if you are just looking for someone to hand you a magical secret you won't find it.Jeffrey has definitely changed my life so now it's my turn to help change his.[.]. if you pay attention to the big concepts. I've followed Jeffrey for a long time now and I have read all of his books. The thing that is great is that his books are simple to read but have a lot of good information in them.
This book either followed by a determined person or monitored with a sales team by a manager that holds the sales force accountable is a simple series of steps that can be used for a life time.So don't buy it for another "read" hoping to gain something.ONLY buy it if you truly want a path to follow and have the internal fortitude to look yourself in the mirror every day to hold yourself accountable. Everyone thinks there is a SECRET to selling.NOT.Selling SUCCESSFULLY is continiously applying the PROPER effort on steps to closing a sale. The problem is that 97% will read this book and NEVER do anything with it cause they do not understand my second sentence above.
As one of the other negative reviews implied I think that this book is a lot more about motivation than it is about actual sales techniques. I have known a few small businesses owners to write positive reviews for their business on Yelp. Back in 2005 when this book was released particularly people weren't as concerned about price, but I think emphasizing one's bang for the buck is crucial. If your price is higher than a competitor you have to show them what they are getting for their extra cost and why they should care.His suggestion of speaking to civic organizations seems interesting, but may have little relevance to some sales jobs particularly sales jobs that are primarily telesales jobs.
Testimonials for any product or service are a dime a dozen if your product or service has been on the market for a while and unless your customer is stupid or really gullible a random testimonial isn't going to sway them much if at all. While Jeffrey Gitomer seems to really do an effective job throughout the book of cross selling you on both his other books and his websites, I don't really find this book to really be highly compelling. Furthermore, his book doesn't really explore why people buy. A lot of people reading the book presumably already know that what they are doing isn't working or could be working a lot better otherwise they wouldn't be spending their time and perhaps money to read the book. Unless there is something in it for them(ie. Contrary to what Gitomer says there are a lot of things that are *commodities* beyond food.
That may be an interesting route to becoming a public speaker a la Gitomer himself, but may not be of much value beyond practicing your presentation skills.What really annoys me is that Gitomer spends too much time telling you what not to do as opposed to what to do. Early on the in the book he emphasized that he thought an unnamed salesperson was an idiot who said that buyers needed to trust their salesperson, but not like them. It somewhat makes me think that the book is more focused on sales management than actual sales people.Another thing that I thought was somewhat lame was saying that names don't matter with testimonials. He suggests to fire the bean counters if they don't want to spend that much, but unless you are the you are a very high level manager(eg. He says that you have to change customer's perception, but that contradicts his argument that you shouldn't "educate" the customer about your company or your product.He also contradicts himself by emphasizing frugality at the beginning of the book, but admits that he made a testimonial video that cost him more than he could afford to spend. a sale) they would just as soon as get rid of you so that they can talk with their customers.In addition, I think that he does a dubious job of explaining how to differentiate yourself when you sell a commodity. If you think that your customers don't have good BS meters than you are pretty naive.Gitomer seems great at selling his services by liberally sprinkling mentions that he has other books, his speaking engagements and of course his related websites, but I didn't really learn a whole lot from his book about being a better salesperson. This book isn't useless, but after one considers some of the questionable advice and the wasted space I think that this book could have been much better.
Generally speaking in relationships the first step before you can like someone is that you have to trust them. In some cases his suggested alternatives to the wrong way seem dubious. Trustworthy testimonials from people or organizations they recogize and trust can be very influential, but finding a good testimonial isn't hard if your product or service has been around long enough and any decent salesperson could write a wonderful fake testimonial. Obviously you would prefer a customer who likes you as a person, but trust precedes like whether we are talking business relationships or personal ones.He makes a good point about the importance of value as opposed to merely price, but I think that price in the post recession era is a little more important than he gives credit. VP of Sales/Marketing) or you are in a very small organization I don't think you are going to have much success convincing the big wigs of that. Even if they do know that person, which they often don't because they have no need for that information in most cases, what impetus do they have to help you make an introduction. Furthermore, unless you have a product/service with a fairly broad audience you probably wouldn't be getting a lot of valuable leads. Asking a salesperson to help you get to the gatekeeper for whatever department you are selling to is often a waste of time.
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