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little red red book book of selling jeffrey gitomer easy to read highly recommend must read kick your own ass salespeople sales greatness ever read waste your time personal branding common sense sales bible salesperson great read best sales easy to understand writing style
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Stephan Sorger
4.0 out of 5 stars Little Red Book on Selling; Sales is essential for every job function
Reviewed in the United States on January 8, 2018
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This good book on sales tips included the following chapters and key points that I found relevant/useful. It is my intent that the discussions of the chapters kindle your interest and spur you on to buy the book.

Principle 1. Kick your own ass: Your buyers must like you. Liking leads to trust. Trust leads to buying.

Principle 2. Prepare to win, or lose to someone who is: Be clear about the objective of the meeting with the prospect.

Principle 3. Personal branding is sales: Establish yourself as an expert. Show up where the decision makers are. Become a resource.

Principle 4. It's all about value: Give free talks at Kiwanis or Rotary clubs; give a guide for free in exchange for a business card.

Principle 5. It's not work, its Network: Traditional organizations are mentioned: Kiwanis, Rotary, etc. (but what about Meetup?)

Principle 6. If you can't get in front of the real decision maker..: Sell the appointment, not the product. At appointment, ask, "How will this decision be made?" to find decision maker.

Principle 7. Engage me and you can make me convince myself: Ask, "What has been your experience with?..." to understand prospect's evaluation criteria and to engage them.

Principle 8. If you can make them laugh, then you can make them buy: Tell funny story to demonstrate point.

Principle 9. Use creativity to differentiate and dominate: Change voicemail outgoing message to something about your product, an inspiring quote, or a recorded testimonial.

Principle 10. Reduce their risk and you'll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc.

Principle 11. When you say it about yourself it's bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle.

Principle 12. Antennas up! Always be on the lookout for opportunities.

Principle 12.5. Resign your position as general manager of the universe: Don't spend time or energy on things you can't control.

Overall, I found the book interesting with useful elements I can use in "selling" my ideas. The book would be much improved, in my opinion, with more up-to-date material, such as how the Internet has changed the sales process, and how newer networking alternatives, such as Meetup, has changed prospecting. Recommended for relationship-based sales people wanting a motivational message.
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Mike
5.0 out of 5 stars Required reading for every professional salesperson
Reviewed in the United States on March 20, 2016
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To say that Jeffrey Gitomer is prolific would be an understatement...he's worked his way into the upper echelon of sales gurus like Brian Tracy and the late, legendary Zig Ziglar. I've read the majority of his books and will say that this is the "If you're only going to buy one Jeffrey Gitomer book" book. While "The Sales Bible" may be seen by some as his "Greatest Hit," this is the book that pretty much lays out the foundation of his sales philosophy that you will find in every book that followed. If I were a sales manager, I'd make it required reading for every one of my salespeople. So what's in it, and why is it so good? First, he makes it clear that it's all about you and your attitude. You believe in yourself, your products, and your services, and you are driven to win...or you're not. If you're a "believer," then you can be of service to your customers. You have to know what is important to them, and then you make it all ABOUT them. You never cut your price to close a sale because you leave money on the table, and you diminish the value of what you have to offer in the eyes of your customer. There are books whose primary aim is to make you feel good about yourself in a warm and fuzzy way. This isn't one of them. Gitomer wants you to feel good about yourself by being honest, by being tough, by waking up and smelling the coffee and PERFORMING. If you read this book and USE it...put what's between the covers into practice...you WILL make sales. It's unavoidable. This is how it's done.
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amber medlam
5.0 out of 5 stars Highly recommended for an individual or team in the sales profession
Reviewed in the United States on November 22, 2015
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This book addresses sales with a lively combination of humor and professionalism to help salespeople get their feet in many more doors. For those who are running into dead ends, stale leads, price objections, and unreturned phone calls, Gitomer has created The Little Red Book of Selling to show them how to get past the usual obstacles and sell their products and services with new zest and vigor.

Filled with more than a dozen principles of sales greatness, as well as numerous lists and attack plans for dealing with difficult customers, The Little Red Book of Selling offers the answers to just about every sales question a salesperson could ask, and provides the firsthand experiences and positive enthusiasm to drive them home with vitality and optimism.

Highly recommended for an individual or team in the sales profession.
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J G
4.0 out of 5 stars Slow to Love - But Glad I Stuck With It
Reviewed in the United States on September 15, 2019
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I read this book based on a recommendation. It seemed like it could be helpful and I'm all about growth.

I have to say, I really didn't think I was going to enjoy this book. Gitomer is terse and curt, but to his credit he tells you so at the beginning of the book. I thought I'd put it down, but as a practice of self-discipline, I decided to read the whole thing first.

It's a gem. It really is. I can do without his whole "alpha male"-like speech in the beginning, but I found this book very valuable in the end. It's not something you can read once, so I was sure to highlight throughout. Get this book, read it AT LEAST twice, and actually implement what you read.

Glad I picked it up. It's a keeper.
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Kindle Customer
5.0 out of 5 stars Little Red Book of Selling reviewed by Tevin Gongo
Reviewed in the United Kingdom on November 25, 2019
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This book is a gem. Not only you learn about sales but you learn about the mindset of success. The sales are nearly the inevitable consequence of the right mindset. Sales is a topic I feel passionate about. I therefore read a lot about it, I read and study different authors. I can genuinely say that Jeffrey Gitomer is the one who impressed me the most. I wish I could have this book in the audible version. I could not find the audible version. If I recommend this book? I would be crazy not to. I plan to read all of this author books... over and over.
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Kaia-Liisa
5.0 out of 5 stars Buy it, buy it, buy it
Reviewed in the United Kingdom on June 2, 2018
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Brilliant. Straight forward, real life techniques. Controversial might be a word used, but only in writing. The techniques, suggestions, and advice often match techniques presented in Miller, Heiman writing. Recommended to me by a colleague, I highly, highly recommend it to you. If you don't have sales experience, or you're relatively new to it, some invaluable info to take in and put into practice. Definitely worth taking notes as you go, there's so much to take in.
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Andream
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on February 23, 2018
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Excellent content & book is perfect - arrived promptly - Thank you :)
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terryglobal
4.0 out of 5 stars Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales
Reviewed in the United Kingdom on September 14, 2014
Verified Purchase
Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales, I've read it once and there's some good stuff in here but it's not about get rich quick, so reading onve won't put mnoey in the bank but if you follow some of the ideas it will provide a really good track to sales success. I've had 25 years in sales and really value this book
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Sean Homer
5.0 out of 5 stars Eye opener
Reviewed in the United Kingdom on August 16, 2017
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This book has really opened my eyes to the industry that I have just entered. I cannot wait to re-read this (like the book suggests) and apply it to my new job!
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