Little Red Book of Selling has ratings and reviews. Gil said: I was so I disliked Jeffrey Gitomer’s book Principles of Sales Greatness. The content. Jeffrey Gitomer is a professional speaker, sales management expert, and widely- known best-selling author. The Little Red Book of Selling . LITTLE RED BOOK OF SELLING. Principle of Sales Greatness. Jeffrey Gitomer. Bard Press, , pp., ISBN
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Little Red Book of Selling: 12.5 Principles of Sales Greatness
I know if I improved my sales skills, my business would grow. Here are three of his principles that resonated with me:.
Only value and relationship building can create that. The more value you give away freely, srlling higher the perceived value will be of what you are selling. Become known as a resource, not a salesperson.
The Little Red Book of Selling by Jeffrey Gitomer (Top 10 Quotes)
Your value is lined to your knowledge and your willingness to help others. One of my rookie mistakes in selling was trying to compete solely on price. I was meeting with a potential customer about a new website and I asked him about his budget.
In the excitement of the moment, I quickly responded that I could beat that price. First of all, the quality of website and the service we offered was a higher value.
Second of all, I had a relationship with this person he was a friend. My price should have reflected those things. While doing that project was a valuable experience, I would have done things differently. While the quality of our zelling and service has improved greatly in our first two years of business, it has not increased 10 times.
The price difference represents a better understanding of what our customers value. Gitomer says that failing to ask good questions is a major weakness of every salesperson.
Good questions engage customers.
Good questions make customers think. If you can guide your customers and let them make their own decisions, the rest is easy. As a customer, I hate a hard sell.
Little Red Book of Selling: Principles of Sales Greatness by Jeffrey Gitomer
At the end of the conversation he gave me a hard sell on his online SEO course. The reason he told me for the one-day incentive was that he only wanted decisive people in his class. What I thought in my head was he was actually looking to get impulsive people into his jetfrey. When a salesperson is trying to pressure or push me into buying something, then I feel like he or she is trying to trick me. I hate that feeling.
12.5 Principles of Sales Greatness from the Little Red Book of Selling
If you truly believe in the value of your product, then all you need to do is communicate it accurately to your prospective customer and let them make their own decision.
Risk is a hurdle that all buyers have to get over. This principle makes sense, yet it is something that I have yet liytle thoroughly think through and implement in my sales process.
Here are three of his principles that resonated with me: Engage me and you can make me convince myself. We’d love to hear from you! Give us a call and we can discuss how your business can grow.