"Little Red Book of Sales Answers" by Jeffrey Gitomer addresses questions salespeople may have about their job and techniques to improve skills, particularly in the following areas:

1. Your humor and creativity.
2. Your writing, finding a mentor, and secret of worry-free living.
3. How to cold call and dealing with liars.
4. Closing and dealing with objections.
5. Utilizing the internet to make sales.
6. Ways to establish relationships.
7. Ways to differentiate yourself from your competition.
8. Love what you do and your job will be easier to be successful at!

Throughout the book are free "Red Bits" that you can access through Gitomer's web site. "Red Bits" are succinct pieces of valuable tid bits of information for particular aspects of selling.

Overall, the book is a good source of information and enjoyable to read. However, there were quite a few examples of salty language that I believed was unnecessary for making points. Brush up on that and I would give the book 5 stars.

Recommended.

I have read a lot of books about selling and I found this book very valuable for the one who seek a simple, systematic & easily applicable selling book. It's nice to read because there are only important thing with plain explanation. Full of leading questions to inspire the reader...A must have book for salesperson !!

I love the layout of this book. I enjoyed reading it and i am going trough it for the second time. Being a software engineer who is trying to build and sell software, i have learned many things from this book. A must read for anyone who wishes to succeed in life.

This was the first sales book that I read after getting into sales about 18 months ago. I had hoped it would provide a sound sales foundation. Instead, it provided page after page of trite one-liners. The author's insistence on delivering his information in one line, sound byte format certainly makes the book an easy read; but it does so at the expense of substance.

If you're looking to be the stereotypical salesman who starts every sentence with, "If I told you that I could..." then buy this book. If you're looking for thoughtful insights that can't be summed up in seven words or less, you may want to look elsewhere. Most of what Gitomer has to say is either common sense, or outdated, or just plain stupid.

The book can probably be read from cover to cover in about thirty minutes, which doesn't make this a huge decision. It's thirty minutes I would like to have back, though. If you're looking for a solid sales foundation that is current and relevant, I would suggest you look at Stephan Schiffman's books. Once you get past the early chapters on understanding your numbers, which are a little worn out, he actually takes the time to deliver insightful content, even though it has the pesky quality of not fitting into neat little one-liners.

Basically I just started my freelance design business, and I'm hoping to learn a great deal about sales so I can sell my services. So I went to amazon.com and bought the three most popular books on sales. An amazing book for a seasoned salesperson, or a beginner like myself. I'm about half way through the book, and I am very impressed. It gave me this idea to start writing about things I am learning, with the possibility of helping others learn what I am learning.

You honestly can't go wrong following Jeffery Gitomer's advice. This is one prolific author and speaker. I have followed his advice for years. His style is not just contemporary and casual, but even intimate - like he's one of your good friends who doesn't want to steer you wrong.

The red book is among a series of must-haves for business people of all walks - Fortune 500 or bedroom freelancer. My only piece of advice, take action on what he recommends. Don't just think about how great his insight can be. This is an investment in your future. Will you blow your 20 bucks, or will you capitalize on it? Your choice.

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Gitomer is great. Really knows his stuff. I did a training session with my sales force and bought them this book and our office sales increases greatly. I highly recommend this book along with Little Red Book of Selling.

In a word, wretched. Maybe if you've never been in sales and you're looking to become a car salesperson, this book is for you. But I suspect that if you're itching to sell cars, you won't need any of the wisdom contained in this book.

I always like unconventional sales books since there is so many out there and Gitomer just delivers! Its such a fun read, simple useful and colourful. Small enough you can bring around and read whenever you are on the road, having lunch along on your sales calls. Good way to gfet yourself ready before your pitch!

This book consists primarily of motivational ideas that are much better presented elsewhere. If you want sales motivation--success check out Brian Tracy. The sales ideas are weak and not original. For good sales information see Spin Selling, Question Based Selling, or Brian Tracy on Selling. If you've never read a book on sales or success you might like this one, but having read piles of books on sales and related subjects I say this is one of the worst. There are no original thoughts here!

As a salesman once upon a time myself i know how little time 'good' salespeople get to read books, digest the information, work out how and when to use a technique and adapt their presentations when they have worked a full day and are expected to go out the next.

If i have just discribed YOU and you are pounding the highways then this is the book for you.

I was reading a comment left buy Dave Lakhani who put it so very well that i'd do worse than to repeat it. "You can pick this book up and open it at any page". This is exaclty my experience of the book which is why all salespeople looking to learn easy step by step new techniques should buy this book and have it next to them in the car to read a page or two before sitting an appointment.

Gary May
Author: SELLING: Powerful New Strategies for Sales Success
www.garymay.net

As always a Fan I have follow Jeffery Gitomer's advice for years and have done well out of it. Does repeat a bit but, then we all need to be reminded of why we are in sales and how to make the most out of it. Alway value first, ask questions the answers are here.Read This!
Darren Teale Perth Western Autralia www.darrenteale.com.au

Anyone just entering the field of sales will benefit from the practical advice in this book. Forget about the thousands of textbook style sales books and pickm this one up.

"Every major sales answer you need to know is in this book." -From the Book.

Take a look inside this book and you'll see that this is no ordinary how-to guide. This guy is brilliant in that he has went off the beaten path of how a book is supposed to look. The book is approximately 5x8 in size, and is covered in red fabric and comes with a handy built in bookmark. I love the use of color throughout the book. The author has chosen to color important words and phrases throughout, to make them stand out in your mind, and there are some tasteful illustrations that enhance the messages conveyed.


I know so many sales people who don't like to read. If that's you, well, then you'll LOVE this book because not only is it an easy book to read and understand, but the style is totally fun. You may even forget you're reading and all the while you'll come away with a new perspective on selling!

I was hooked and knew I had to have this book from the beginning. I love the unconventional style of the book. Now, besides the great job he did on the look of the book, there is some extremely good information contained within these red walls. 99.5 real world answers are contained within 6.5 chapters. Loads of great advice on things like setting goals and How to do your best every day, prospecting, and even how to write a thank you note.

This book has more than earned it's spot on my bookshelf!

Don't get me wrong, I really think Gitomer is a great writer and speaker but this book just rehashes topics he has already covered in his two best sales books, the Little Red Book of Sales and The Sales Bible. I love his "easy to read / no BS " style. Unfortunately for the reader there is nothing new here. Purchase the two aforementioned books and study those. I agree with another reviewer that each book he comes out with is not as potent as his first books. But I don't blame him for writing these rehashed versions of his most popular books... He is making lots of $$$! BTW... I have been in executive management for 15 years and have earned my MBA.

Don't get me wrong, I really think Gitomer is a great writer and speaker but this book just rehashes topics he has already covered in his two best sales books, the Little Red Book of Sales and The Sales Bible. I love his "easy to read / no BS " style. Unfortunately for the reader there is nothing new here. Purchase the two aforementioned books and study those. I agree with another reviewer that each book he comes out with is not as potent as his first books. But I don't blame him for writing these rehashed versions of his most popular books... He is making lots of $$$!

Understanding sales, whether you have done it all your life as I have (since I was 15 I'm 55) or you are just starting is crucial to your success. As the most successful salesperson in every company and position that I have had - I was amazed at what I learned from this to make me even more successful. Read the book, along with all his other books, find a commission job, as risky as it seems, (or start your own sales company) and there will be no limit to your income. The limit will come from you on your terms.

I picked this book up at an airport on a business trip. It helped change my career by changing the way I think. He answers a lot of questions in an easy to read guide. I was very busy when I bought it- but the format makes it easy to put down and pick back up again. He is slightly repetitive- but that helps when you can't always sit down and read in one sitting. He also recommends other great sales books.....again, several times.
However, Gitomer is a no excuses kind of person. He makes you own your own success, and I am a huge fan of that approach.
His book is filled with everyday tidbits and tips that you really can apply. From simple pieces of advice and beyond- it's even filled with the non-obvious tips. In today's world of sales (everyone is selling something, right?) it's hard to be remembered. With his advice- you won't be forgotten. I apply some of his advice everyday and it's helped me to win big!

This book changed the way I looked at sales. I had gotten tired of having lousy sales months and picked up this book before a long flight. I devoured it and after my vacation immediately put just a few of Jeffrey's suggestions into action. It works! I've purchased many copies of this book to give to clients and friends. It's a great introduction to his "little book" series. (Plus the font is big with lots of graphics - so it's an easy read, too.) If you're in sales and want to sell more and change your mindset - read this book!

Jeffrey Gitomer's emphasis on relationship selling is dead on! Easy and fun book to read with lots of good advice! A must for any sales professional!

I have a few of Jeffrey Gitomer's books and think the Little Red Book of Sales Answers is one of his best. If you have to pick a color, pick Red! :)

A friend of mine sent me this book. I Loved it and immediately bought it for all of my salespeople. The book had great reviews from my staff. It has easy to read excellent information on everyday issues that a salesperson has to deal with day to day. We are using it to discuss topics in our monthly meetings. It is a great book for the skilled and unskilled sales person. We now call it our Sales Bible!

I have read my share of sales books. The format and composition are what set this book apart. Jeffrey Gitomer does a great job of writing in a manner that is easy to read and understand. The format of this book is perfect if you don't have time to digest this book in one sitting. Anyone can pick this book up for 5 minutes and get something of value and apply it in their sales approach immediately. There are too many valuable tidbits to apply all at once anyways. The content is of course, top notch. I recommend all of Jeff's red books.

We have found Gitomer's Little Red Book of Sales Answers so useful that we now give it to each student attending Sales & Marketing Training!

SHAME ON YOU ! THERE IS NO QUESTION THAT IF YOU REALLY HAVE TO BUY Jeffrey Gitomer'S BOOKS OR NOT . HE IS NOT PHILOSOPHER BUT HE TELLS THE TRUTH ABOUT ME , YOU AND ALL OTHERS.

SALE IS LIFE , IF YOU ARE LIVING ! INVEST ON THIS BOOK !

Gittomer does it again with an entertaining, hard hitting look at sales. Not everyone's cup of tea but he does have some excellent observations and points.

Just what I expectd from Jeffrey Gitomer, lots of valued information for a little amount of money.

This is a great book for anyone in sales. Easy and enjoyable reading.

This is a great book for anyone in sales. Easy and enjoyable reading.

As an ardent student of the sales profession and a collector of a wide range of books/dvds/cds on the topic, this down-to-earth sales manual prepares you, as well accentuates your current sales repertorie...easy read...short bursts of pertinent data...highly recommended...a must for your sales library!!!!

I read his first red book and now the second. Not everything applies to me as a sales person, but every idea helps cultvate my personal brand. It's a desk reference tool. It's worth the money...no questions asked.

I read his first red book and now the second. Not everything applies to me as a sales person, but every idea helps cultvate my personal brand. It's a desk reference tool. It's worth the money...no questions asked.

I can not say enough good things about Jeffory Gittomer's books. Everything he writes is awesome and can be used immediatly to help your earning potential.

I can not say enough good things about Jeffory Gittomer's books. Everything he writes is awesome and can be used immediatly to help your earning potential.

I loved this book. I recommend purchasing it for anyone in sales. I gained some truly interesting tidbits. The website and newsletter for Jeff Gitomer really adds to the overall enjoyment of learning better sales techniques.

I loved this book. I recommend purchasing it for anyone in sales. I gained some truly interesting tidbits. The website and newsletter for Jeff Gitomer really adds to the overall enjoyment of learning better sales techniques.

Gitomer's book helped me turn my slumping sales career into a blossoming cash cow. I found his ideas especially useful in the real estate profession. The relationships I was able to build with my potential customers solidified their trust in me and allowed the buying process to move forward, smoothly and efficiently. This is the second book of Jeffrey's that I have bought and each one gets better and better, chock full of new idea and strategies.

Gitomer's book helped me turn my slumping sales career into a blossoming cash cow. I found his ideas especially useful in the real estate profession. The relationships I was able to build with my potential customers solidified their trust in me and allowed the buying process to move forward, smoothly and efficiently. This is the second book of Jeffrey's that I have bought and each one gets better and better, chock full of new idea and strategies.

Much like most small business owners, I wear many different hats in my business. This book simply took hold of my sales hat and my head and screwed them on properly! What an interesting view when you're looking at things the right way.

This book in my opinion should not only be read, but along with its predecessor, "The Little Red Book of Selling: 12.5 Principles of Sales Greatness", studied as manifestos by everyone in business - not only people in sales.

Much like most small business owners, I wear many different hats in my business. This book simply took hold of my sales hat and my head and screwed them on properly! What an interesting view when you're looking at things the right way.

This book in my opinion should not only be read, but along with its predecessor, "The Little Red Book of Selling: 12.5 Principles of Sales Greatness", studied as manifestos by everyone in business - not only people in sales.

This book is pretty good and contains some good insight. Some of the suggestions may be a bit over the top, but others have real value. It's a great read for a salesperson.

This book is pretty good and contains some good insight. Some of the suggestions may be a bit over the top, but others have real value. It's a great read for a salesperson.

This book is an eye-opener. Sales, or rather "asking for the sale" has been a struggle for me. While I know that my products can make a huge difference in people's lives, often after spending much time educating them and giving much advise about additional resources, I left a sale hanging in the air by not asking for it. Thanks to the "Little Red Book ..", my whole approach has changed because I'm better prepared, better handle and better close my sales opportunities, leaving more satisfied clients and increase my income.

I have recommended this book to others in my business but with the advise to go first to "Part Six: Building Your Personal Brand" and "Part Six, Point Five: The Final Aha" and from those insights approach, read and work through the rest of this gem. I recommend this book to everybody but especially to those in network marketing who often have no clue about sales.

I also MUST comment on the physical book: What a delightful difference. Here is a fabric covered RED book reminiscent of old school book "READERS" that contains years of learning in one fun filled little book.

Jeffrey provides good advice to people who sell for a living. His perscription is hard work, thinking about the customer first (it is his $) ,your plan and doing your home work! With this book you can read one chapter in 5 minutes. If you follow his advice, you might spend 5 hours or 5 years putting the information from 3 pages to work for you.

This book is loaded with good ideas, direction and a kick in the rear. For less than $20.00 you get more than you will get out of 99% of sales meeting and classes (costing big $$). Of course you have to do a ton of work and thought to make it work! But that is why it is called work! I have read a few of the books listed by the author and it has paid me HUGE dividends. I am not selling a website, book or anything else. Buy his books, it will cost you big if you miss out on the lessons.

A great book that provides thought provoking answers to all those questions you have about sales. It has a steady flow that is easy to read and grasp the concepts he is presenting. His answers get to the point and provide immediate actionable steps.

A great book that provides thought provoking answers to all those questions you have about sales. It has a steady flow that is easy to read and grasp the concepts he is presenting. His answers get to the point and provide immediate actionable steps.

Between detailing and client relations classes, salespeople are quite often the most instructed/least taught professionals in the country. We get more training than some of the people we sell to, yet we still rarely ever "get it".

Then a generation of selling books came out and we Strategic Sellers and Funnel Workers got busy. The basics were conceptually easy enough for us to work...the some corporate trainers took the ideas to levels that they should never been allowed. Hopefully, many of those trainers are now in prison.

Gitomer gave us a return to the basics. Stuff that works, no overtaxed silly concepts based on nonusers, nonsales people and nontechnologists in the professions. Trainers and psychologists again - jeeeez! I always wanted to see those folks with a territory and the tools they pushed on us in the field. I digress....

These LITTLE RED SELLING BOOK series were begging to be written ever since "Selling to VITO *Very Important Top Officers)" attempted to update in 1999 with poor success. The 1994 version was alittle folksy but the concept was sound and useful to sales people...good stuff that worked but it needed updating which was not successful done in the later version despite a try. I think the authors stopped selling and got jobs as trainers....completely losing sense of what sales really means in current useful terms. I digress again! "Getting to VITO", much like the update of "Selling to VITO" had great concepts and even actionable strategies. But times change and management thinking and decision making structures are evolving. A current VITO book was still unavailable.


Gitomer has done a vrey fine job at meeting the need for a more involved and actionable VITO for the new millenium. Sound basics, new concepts, some tested some theoretical but still thought provoking for any industry sales staffers and managers.

But as a veteran Sales VP I have detected something the current sales books are missing....the impact of the global economy, more and more corporations are centralizing services sales (as opposed to product sales) to a Chief Sourcing Officer or Chief Resource Officer to orchestrate services within the company prior to even entry permission as little as a call, email or mailed note. Governance interference by resource/outsourcing officers blocks sales access much greater than secretary, watch dog, or underlings to the decision makers....this is a small but vital issue overlooked by Gitomer - and you should pay attention as it will affect you sooner than you think. Don't dismiss it because you haven't encountered it yet. 70% of our current sales entry and presentation coordination is done collaborately through a police force known as outsourcing governance.

The new global economy is evolving sales entry and approval in the services industries (everything from IT to Payroll to HR to Consulting). Plus there are an incredible number of new sales and business development opportunities for people with Outsourcing (sales, operations or governance experience). Get with the program guys and gals...particularly those of you looking for work.

The best book to fill this gap of cutting edge "sales to management" knowledge is Brown & Wilson's famous book on outsourcing and the new organizational structures because of outsourcing's impact, "THE BLACK BOOK OF OUTSOURCING: HOW TO MANAGE THE CHANGES, CHALLENGES & OPPORTUNITITIES". Its by far the best book on the subject and speaks in terms of that sales folks will understand because the authors are former sales guys themselves.

These two books together will make the business development and sale executive looking to sell large item and services into the global or local corporation can find no better companion set of books.
Supplement "VALUE FORWARD SELLING" with "THE BLACK BOOK OF OUTSOURCING" and you'll give yourself the edge over your fellow "stragetic sellers" still caught in the 1990's!

Good Selling!

While I'm not "officially" in sales as a career, one of my jobs in software development is "selling" the technology. To that end, I'm always open to new ideas to become a better "salesperson". Jeffrey Gitomer has a very nice, fun little book that has a wealth of practical advice... Jeffrey Gitomer's Little Red Book of Sales Answers : 99.5 Real World Answers That Make Sense, Make Sales, and Make Money. It's targeted to sales professionals, but you can glean quite a bit from it for all areas of your career.

Contents: Part 1 - Personal Improvement That Leads to Personal Growth; Part 2 - Prospecting for Golden Leads and Making Solid Appointments; Part 3 - How to Win the Sales Battle AND the Sales War; Part 4 - Sales Skill Building... One Brick at a Time; Part 5 - Building the Friendship. Building the Relationship. Earning the Referral. Earning the Testimonial. Earning the Reorder; Part 6 - Building Your Personal Brand; Part 6.5 - The Final AHA!

Each of the "parts" consists of a number of two and three page questions that Gitomer proceeds to answer. It starts out with basics like "What is the meaning of sales?" and "How do I make a cold call?" to "Am I available to my customers when they need me?" and "What do the leaders in my industry say about me?". Using cartoons, a range of fonts, and a very direct, conversational style of writing, the essential points that answer the question are spelled out for the reader. Gitomer uses his experience in sales to help you understand the steps you need to take to be successful at this thing called "sales". He also includes a number of references back to his website where you can get additional information and/or freebies to help you along. In fact, you can judge the effectiveness of his answers by looking at how he's practicing what he preaches by writing a book like this.

I mentioned I am a software developer and *still* found this book useful. If you're a consultant, a book like this is a no-brainer. You need to be selling your services and talents, and this book can help you do that. And given you're probably a techno-geek, most of the information here won't be intuitive to you (or comfortable, either). Regardless, mastering these skills can ensure that you have a steady flow of customers. Even if you're not a consultant but a regular employee at a company, you should still view yourself as a "sellable" item. Applying these ideas can separate you from your coworkers and make your position much more secure than the guy who is keeping his head down, hoping not to create waves...

This is a small investment of time and money that can pay off in large returns down the road. Even implementing two or three ideas from the book might change your career. If you've never considered "selling" yourself on the job, this book might just change your perspective in a positive way...

Jeffrey's Little Red Book of Sales Answers is a great quide on how to be a real sales professional. His answers are not always the easy answers to real world sales questions, but they are usually the best answers. Jeffrey challenges the sales person to stop being average and become great. Best of all, he tells you exactly how to do it! I have been an avid reader of Jeffrey's books for years and he has even inspired me to write my on book on sales. If you will follow Jeffrey's simple instructions, not easy, but simple instructions you will succeed in sales like you may have never believed possible. I hope you get as much from this book as I did. Good selling, David Otis Author of Walk Fast, Talk Loud and Smile (How to Succeed in Sales and Have Fun Doing It)

I found Gittomer's book, to be an wonderfully easy to read book, while at the same time you find yourself needing a break after each chapter so that you can pause and absorb the content. Very simple and straight forward writing makes it easy to read, and the depth of wisdom makes it a book to carry along with you as you travel and continue on your quest to becoming a better sales man and better person.

I also enjoyed, "The Black Book of Outsourcing" by Brown & Wilson in that it brought me up to speed on what I had been missing about the new global economy (Sometimes us sales guys can lose track of what's going on outside our own niche!). I highly recommend it as there are more and more sales opportunities opening up for OUTSOURCING SALES PEOPLE! Best. C