Summary of Jeffrey Gitomer's Little Red Book of Selling

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Jeffrey Gitomer's Little Red Book of Selling book summary
Start getting smarter:
or see our plans

Rating

6 Overall

8 Applicability

4 Innovation

5 Style


Recommendation

In 1966, Mao Tse-Tung published The Little Red Book of his quotations. Sales whiz Jeffrey Gitomer now offers its namesake: the Little Red Book of Selling. Like Mao's book of political orientation, Gitomer recommends that you read his book of sales instruction over and over. And yet, most of its urgings may not need so many repetitions, since they are familiar and not hard to understand: "Work hard!" "Be prepared!" "Kick yourself in the duff" (only, he doesn't say "duff"). Gitomer fans can be assured that this accessible bestseller reinforces his basic productive teachings about assertive selling attitudes and strategic preparedness, though it sometimes feeds a little too much into his star "guru" image. For instance, maybe it wasn't necessary to attribute pop-up quotes to him in his own book. getAbstract finds that Gitomer couches real scattered gems of sales wisdom in just enough jazzy layouts, snappy aphorisms, savvy and silly suggestions, big-type quotations, startling vulgarisms, humorous asides, quaint cartoons, red headlines, gold bullet points and free-wheeling commands to keep even the most distractible sales student alert.

In this summary, you will learn

  • Why people buy things;
  • How to use the 12.5 principles of "sales greatness"; and
  • How following five more axioms can help you become a sales superstar.
 

About the Author

Jeffrey Gitomer is a best-selling author, columnist, sales trainer and business coach. His other books include The Sales Bible and The Little Gold Book of Yes! Attitude.

 

Summary

Why People Buy
To be successful in sales, you must learn why people purchase products and services. The answer to this vital question is far more important than learning the answer to another: “How do I sell?” People buy for numerous reasons. Here are some of the most common:

More on this topic

By the same author

21.5 Unbreakable Laws of Selling
21.5 Unbreakable Laws of Selling
7
Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
5
Little Green Book of Getting Your Way
Little Green Book of Getting Your Way
6
Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless
Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless
7
Jeffrey Gitomer's Little Black Book of Connections
Jeffrey Gitomer's Little Black Book of Connections
6
Jeffrey Gitomer's Little Gold Book of YES! Attitude
Jeffrey Gitomer's Little Gold Book of YES! Attitude
6
Jeffrey Gitomer's Little Red Book of Sales Answers
Jeffrey Gitomer's Little Red Book of Sales Answers
8
The Patterson Principles of Selling
The Patterson Principles of Selling
8
The Sales Bible
The Sales Bible
9
Knock Your Socks Off Selling
Knock Your Socks Off Selling
5

Customers who read this summary also read

Value-Added Selling, Fourth Edition
Value-Added Selling, Fourth Edition
8
Way of the Wolf: Straight Line Selling
Way of the Wolf: Straight Line Selling
8
The Only Sales Guide You’ll Ever Need
The Only Sales Guide You’ll Ever Need
8
The Customer Loyalty Loop
The Customer Loyalty Loop
8
Sales EQ
Sales EQ
8
The Lost Art of Closing
The Lost Art of Closing
8

Related Channels

Comment on this summary