Book Notes #024 - The Little Red Book of Selling.

Updated: Aug 4

Rating 4/5 ⭐️ (Good)

Topic: Non-fiction - Psychology, Sales and Persuasion.

"If they like you, they believe you, they trust you, and they have confidence in you... then they MAY buy from you."

- Jeffrey Gitomer


BOOK REVIEW

  • Main Ideas - Good.

  • Examples and Stories - Okay.

  • Engagement - Medium.

The little red book of selling is a good book to read if you want to learn more about in-person sales.


I would say that the first few chapters are the most impactful of the book by focusing on obtaining the right mindset and treating sales as a discipline. Preparation is everything, and understanding why people buy is all that matters.


The main ideas from this book come in 12.5 principles.


The principles necessary for you to succeed as a salesperson are;


1. Kick your own ass: Self-discipline.

2. Prepared to win: Do your homework.

3. Your brand is known: People need to know you exist.

4. You sell on value: Value over cost.

5. You are face to face: Grow your network.

6. You talk to the decision maker: Who has the purchasing power? Talk to them.

7. You engage: Ask more and better questions.

8. You are funny: Humour is a universal question.

9. You're creative: Study creativity. Read more books.

10. You eliminate risk: Remove uncertainty.

11. You use testimonials: Your best salesperson is your own customer.

12. You are aware: Look for opportunities to get an edge.

12.5 You take responsibility for your own success and failure.



TOP 3 KEY TAKEAWAYS FROM THE BOOK.


1) ASKING POWERFUL QUESTIONS WILL MAKE PROSPECTS THINK IN NEW WAYS.


"The most important aspect of making a sale - is also a major weakness of every salesperson. Asking questions."

  • Ask the wrong questions. Get the wrong answers.

  • Ask smart questions, they think you are smart.

Why does asking the question help sell more?

  • Qualify the buyer.

  • Establish rapport.

  • Build credibility.

  • Identify needs.

  • Find hot buttons.

  • Close the sale.

Examples: