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
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.
Find hot buttons.
Close the sale.