I read the first line of the most recent review of this book and that is all it took for me to decide how I would explain what is wrong with this book. The reviewer said the book would help you make those 10 additional sales calls in a given day. This is old school thinking and so is this book. This is the very reason many people dislike sales people. They waste your time. Modern sales is about thinking first. Thinking where you fit. Thinking where you bring value. Thinking specifically what that value is. Then stay there. By doing that, you will no longer allow yourself to think of success as making 10 more sales calls in a day. It's about results. Count results, not sales calls or hours. "Did you get it done?" is all that matters. I'd rather make one meaningful call with a prospect that I know provides me with a ninty percent chance of success than 100 calls, hoping I'll find one opportunity for success. And this also is the key to work-life balance.

I sent this book back. It is written in bullet points and different types of fonts and in bold. It seemed to be yelling out car salesmen pitches. Good for those with attention deficits?

This book is well written! I love it! I'd read anything from this author. The illustrations make the book easy and fun to read.

I have used this book in the past and found it helpful. I decided to buy one for my whole sales staff. Bottom line is they all loved it. Simple answers to difficult situations and question. i would recommend this to anyone interested in selling

The Good:
* This book does have some practical, usable insights how how to be a more effective seller
* It's an easy read
* It's competitively priced
* Gittomer does incorporate some good humor and illustrations in the book, which make it more enjoyable

The Bad:
* I'm not sure I'd feel comfortable recommending this book for professionals with some prior sales training. The book is fairly basic and some of the approaches and insights really can be chalked up to common sense. While the book isn't that expensive, I felt it was a little short.

The Bottom Line:
I'd recommend the book for anyone who is new or hesitant about selling (I do recommend this book to my creative freelance readers who dislike sales). Gittomer does a terrific job in simplifying sales and making it a lot less intimidating, I just wish the book was a little longer. This would make a great stocking stuffer, or a quick read on an airplane.

JM Tuber
Author of "Being a Starving Artist Sucks", ISBN: 0981622003

Practical, concise, and easy to read. I keep it with me at all times to make sure I am staying sharp.

This book offers a very good and real life guideline to become a successful salesmen. I prefer Chet Holme's Ultimate Sales machine tough.

I thought this book was fantastic! It had a lot of helpful information, and the author puts it in a way that is truly easy to understand. I love also that it includes bits of humor here and there and kept me laughing. After reading this, I immediately went out to find other books by the author because I liked this one so much. When working in a sales position, it's always beneficial to learn more about selling and this book was fantastic.

I'm sure Mr. Gitomer is a good salesman since he, after all, managed to sell me his book. But he's not a good author and his book is not worth the time. His practical advice ranges from things like "don't whine", "buy your own laptop if your company won't buy you one" to "stay up late to prepare for next day instead of watching TV."

Maybe there is some good advice in this book for children selling lemonade down the street, but its a joke for any true Sales/Marketing professional. There are tons of better books out there, don't waste your time on this one. For good books on complex sales, try "Solution Selling" by Bosworth or "Hope is not a strategy" by Page. They lay out a proven, scientific and structured approach to the entire sales cycle. My company uses it routinely to great effect.
Solution Selling: Creating Buyers in Difficult Selling Markets
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

I'm sure Mr. Gitomer is a good salesman since he, after all, managed to sell me his book. But he's not a good author and his book is not worth the time. His practical advice ranges from things like "don't whine", "buy your own laptop if your company won't buy you one" to "stay up late to prepare for next day instead of watching TV."

Maybe there is some good advice in this book for children selling lemonade down the street, but its a joke for any true Sales/Marketing professional. There are tons of better books out there, don't waste your time on this one. For good books on complex sales, try "Solution Selling" by Bosworth or "Hope is not a strategy" by Page. They lay out a proven, scientific and structured approach to the entire sales cycle. My company uses it routinely to great effect.
[ASIN:0786303158 Solution Selling: Creating Buyers in Difficult Selling Markets]]
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

Gitomer is a salesman at heart. He manages to distill old and known truths and success factors into a creative and inspiring book. He constantly uses the .5 element in all the lists in the book (and his other books) that thus have become his trademark. Nonetheless, it is not annoying but easy fun.

This book might be too simple for experienced salespeople, but for me, who is just beginning this road was an eye-opener. And a very happy one too: sales is not about shoving people stuff down their throat and making them pay for it, rather it is an ethical profession in which you try to do your utmost to understand the customer and deliver him what truly brings value. This goes beyond pure sales, but should be fundamental to any business person or even every professional! If you can take a step back from your current profession, there are many lessons in this book that might be worthwhile in your everyday life:
- how to build relationships
- how to help the other person instead of (first) helping yourself
- how to try to understand others allows for improved performance
And it gives very practical tips and instructions on how and what do do each of these things, while challenging you to keep thinking.

For me, an inspiration to buy all his books (although I am sure the same mantra is repeated there). People don't like to be sold, but they love to buy!!

Lots of good reviews but I felt it was primarily written to drive people to his website which was very distracting. Motivational? Telling people "You suck" lessens the impact of the point he's trying to get across. I'm passing on the rest of his books and maybe you should too.

I really love this book- and I say 'love' and not 'loved' because I will re-read it several times. The author makes it easy to understand and I couldn't help but laugh when he poked fun at bad salespeople. I of course resembled many a comment!
But I agree with him, you have to constantly read and stay away from the TV to get better at anything. Many ideas and tips to follow.
Good luck!

This is a great book! 'had my entire sales team read it. Easy to follow, great sales tips and words of wisdom that apply to anybody selling anything!

This is a one for the business owners library. I was always taught there are three problems in companies Sales, Sales, and Sales. This one is a straight shooting book, with application techniques.

There are so many tips on improving your sales game in this little red book that I don't know where to start with this review. From the self evaluation quiz,to the do's and don'ts of sales, Gitomer provides and hits all aspects needed and necessary for anyone to perfect their sales strategies. This easy to read book is one that all entrepreneurs should have on their shelves.

Adra Young
Author of: The Everyday Living of Children & Teens Monologues

Simple to read, easy reference book covering the sales basics.
If one does the sales basics right, one should win more times than not.
I have supplied several of my sales account managers around the country with this book in the last several weeks. If you have been in sales awhile you should know these basics, however like any good habit, one may need reminded to do them.

Jeffrey Gitomer is a very creative and non-traditional sales professional. For that reason, I read all of his stuff. It is becasue his approach is so different than mine, that I learn from him. His ideas are new, different and sometimes may not work, but they are a departure from almost every other sales teacher I know. I recommend this book, without hesitation, to any sales person who wants to get better. And, it only takes you about 2 hours to read the whole thing!

Jeffrey Gitomer cuts to the chase. This is the most realistic book I have read on selling. Most people in sales beat around the bush. Gitomer goes for the jugular. He eludes that if you can't get passed the gatekeeper, you stink as a salesman. I highly recommend this book to anyone in sales. Push Button Investing in Real Estate

Ron Draluck, author of Push button Investing in Real Estate

For more than 20 years I have been reading books on selling and sales. Jeff has a unique ability to distill the learning process into a concentrate that is readable and executable like few other writer on the subject of sales. There is a lesson for the marketer within each of us in the presentation of the book. From the red hard cover jacket, to the size, and the title. The catchy title "Little Red Book of Selling, 12.5 Principals of Sales Greatness". You are prepared to be impressed from the cover and Jeff does not disappoint. He uses is humor and some well drawn illustrations to convey his messages. A must read for the true sales professional who knows you never stop learning or feeding the engine of positive attitude. Principals is a word that suggest lasting, basic and important. Principals are foundation stones for building. Jeff's work is a foundation stone for building a better sales career.

Gitomer's style is worth taking the time to note! I own two of his books, am subscribed to his newsletters and just can't get enough - I'm back for more!

Amazing guy with all the approaches - he just "gets it"!

This book was bought for every salesman in our company by our manager, (who hadn't even read past the third chapter) it is now an intricate part of our weekly sales meeting. Not only do I think it is an incredibly important addition to our company, it has been a fantastic addition to my sales technique and philosophy.
I would highly recommend this book to anyone that, not only is part of a sales force, but anyone that wants to become a better communicator.

I give Jeffrey Gitmor's Little Book of Selling 5+ stars for its content and breadth of coverage. I take away half a star because some materials are overwritten and too repetitive. In audio format the presentation would probably help the reader remember the message; in the current written format it is distracting. Even so, and without a reservation, I recommend this book to all sales people, especially sellers of knowledge. The 12.5 principles of selling are articulated well, and I plan to re-read this book.

Amavilah, Author
Modeling Determinants of Income in Embedded Economies
ISBN: 1600210465

I just ordered this book after taking it out from the library. I had bought "The Sales Bible" from a used book store. My college age son picked it up and studied it on his own this summer.

There is so much wisdom here, especially for college kids, as well aseveryone. I had been looking for the heir to Carnegie, Hill and Nightingale for practical ideas in doing business. This man delivers-with concrete suggestions. As we now possibly head into a recession, these techniques will be all that more important whether you're in sales or not. I also recommend his other books on networking, attitude and sales answers.

There are very few good business authors out there. This is one of them.

This book is a must for Sales. It is a necessary evil to follow Gitomer's instruction or it will be to your own detriment.

I enjoyed Mr. Gitomer's book. It can be an excellent reference source for those with high -sales self esteems (the "I know it alls") as well as those on the opposite end of the spectrum. What is refreshing about this "Little Red Book of Selling" is that it, like its author, is straightforward and delivers on all its promises.

Quincy Jones, while producing one of his greatest hits, "We Are The World", placed a sign on the door for participating stars which said: "Leave your egos at the door". Before reading this book, this advice could apply to potential readers. Because of commissions, bonuses, promotions, etc, some people are reluctant to admit shortcomings.

If they do not know something, they pretend that they do. If you can check your ego, I encourage opening this little red door. Inside you will find a wealth of detailed information ... covering all phases of any selling situation. I have been there, done that, and plan on returning. I strongly urge you to do the same. Tell the author, Reggie sent you!

I am very pleased with this book. Jeff Gitomer has provided some fresh ideas that, if used, can really improve your sales career. I especially agree with his emphasis on humor. You must infuse humor into your sales efforts. As Jeff states it, "If you don't use humor, you will lose to someone who does." Make yourself likable to your prospects.

Take the time to read this book.

"Just Do It" I have not put this book down yet. I will carry it with my Franklin/Covey planner for the next 21 days until this book becomes a habit. Motivational, inspirational, and got me started. People around me have more "negative feedback" towards sales and particularly this book. My friends" Not any more. I am spending more of time with "winners" and will be successful. Love this book!!!!!

This book lays out a real-life lessons learned and situations that every salesman can relate to.
This is a great training tool for every salesperson, business owner and manager.

Well Done.

Kevin Quinn

This book is a good motivator -- but on the basis of showing someone how to sell something: very lacking.
I recommend this book to someone who already knows how to sell, but needs a little motivation. If you really want a book that shows you step by step how to sell anything, check out "The Method of Selling" by Mark Benedict.

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. We find 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.

People do like to be sold, people love to buy. This quote is one of the most valuable wisdom of the sales world today, very well defined by Jeffrey Gitomer in his great book. This book is more motivational than pure sales skills, but sales job isn't it drive more by emotions than pure skills? I think that this book helps you in be better prepared before you thinking about a sales and how to create a "YES" enviroment for sales closing. Do we need more? Probably yes, but this book is a very good start to develop your sales library.

This book inspired me to write my own book and publish my own blog. I highly recommend it to anyone in business, not just sales. This book is worth well over $100.

This is a brand new book and I love it.

I know, you may be saying that you aren't a sales person. Maybe sales isn't in your job title, but you will still benefit from this highly practical, and fun book.

Gitomer, a columnist on sales in 90 business journals across the country is a true sales expert and this book proves it. Each page is packed with specific ideas to help you be more professional, disciplined, and effective.

Besides being full of great ideas, the book is fun to read too.

If you aren't a salesperson I recommend it. If you are, don't wait - get your copy now.

p.s. Everyone is a salesperson.

How many books about the "sale process" ?
Forget them.

This work will change forever the way you are thinking about "selling".

Easy and effective. Buy it, sit down and simply look at how it will work for you.

Again, if you are in sales, you cannot be without this book....do yourself a favor and buy it now - actually buy all Jeff Gitomer's books and read read read them until you have to buy another set. These will make you rich. (well, at least richer) It's cookbook - you do it, you make the $$$$.

Jeffrey Gitomer has an amazing, no nonsense, in your face approach to telling you EXACTLY what you are doing wrong and how to fix it. I would recommend his books to everyone, whether they are in a Sales Career or not. These principles work for everyday life just as well as they do for Sales professionals. BUY THIS BOOK!

As a veteran sales executive, I have found that Jeffrey Gittomer's Little Red Book of Selling is an ideal companion, desk-top book that should be a staple of ANY salesperson. His truthful "in your face" explainations of the successful behaviors for salespeople are all right on. I have used this book with my sales team, and have recommended it to many others, and all agree that this book is a gem.

You've got to read this. It's cheap. It's good and it's going to kick-start your attitude, outlook and motivation! If you like Gitomer's style, you'll be glad you read this book.

I thoroughly enjoyed this book. Its very common sense, but still inspirational. Its easy to forget to do the basics some times. And this book gets you back on track.

I have read many sales book in the past 12 months. I am researching available information on sales for a masters program paper I am doing. This is by far the worst of over 75 books I have read. Rehashed information. Outdated ideas. All hype very little substance. A waist of time and money. This book deserves zero stars.

This book fires you up to sell. Gitomer is no nonsense, straight talker, which I like. He comes across as a real person trying to give you sensible sales advice. Not just pages filled with cheesy inspirational stories or self promotion like some so-called sales gurus I won't mention.
Overall, awesome book. One of the best.

The book is heavy but well worth the sweat of carrying it around, as the author suggests. Nice binding, red, yellow and black printing inside makes for some pretty reading and comes with a sash book mark. Must have cost a fortune. I loved the hysterical comics and all the web links to specific topics. If you ever feel like a salesman out there alone, this will keep you company and give you motivation. Anyone that has anything at all to sell will find some motivation in here. He goes a bit overboard with the red theme but he's trying to sell something. If you're a road warrior this can be your nightly lullaby.

This book should be mandatory reading for any sales staff in any business. The Author kept it real with a little bit of humor and wit to go along with it. Great Read!!

Long ago, i did not believe in =pumping= (motivational seminar/reading to pump up your emotion). i am more on strategy and how we should approach problems..... i love SPIN selling, and Influence (Cialdini), etc.

But i found out that motivation is also important as a balance in doing seminar, i now combine 50% real =meat= and 50% =motivation= in my seminars...Combining Gitomer with Seth Godin and Kotler.

I agree this book is more "dale-carnegian", sort of "self help" of the sales people side. but i also think that this is important as a balance.

have fun reading, and feel the adrenaline, u probably has known them all, but it still remind you again, and again.

tanadi, surabaya, indonesia

Gittomer's no nonsense training approach is great. I have incorporated this book in my sales training program. Each new sales person receives a copy of this book. Thanks, Jeffrey!!

The best book on selling I have read in years.

I have read a lot of sales and networking books, but this one has to be my favorite. I like to highlight important sentences or great insight provided by the authors I read, but in this book there is no need for that - because I'd just end up highlighting the whole thing.

Gitomer really just cuts to the chase, with his no nonsense approach and the down to earth manner he uses to convey his points. This little red book has more USEFUL information in it than other big, longwinded sales books, and this book is fluff-free. (Just because some of his remarks are motivational, it doesn't mean they are not useful tips for success in sales - to be honest, without motivation you will fall flat on your face as a salesperson).

I keep The Little Red Book of Selling on my desk at work, not to show the sales manager that I am keeping up with my homework, but because it really is a useful resource.

The red book of selling is a very unique sales book. My first Gitolmer book and I have to say that I am in awe at the way information was laid out and the way in which the book was presented. He gets a 9/10 for creativity and design.

The information in the book is no less. I felt very `pumped up' after reading it. It may be Gitolmer's inspirational yet witty writing style that I could relate to.

The content isn't deep however the coverage is quite comprehensive. Overall a very good sales book, one that I will definitely re-read over the years.

Great book! Motivational with enough sales techniques to improve any seller's performance. As a sales manager in the competitive world of wireless I'm always seeking a better and faster way to get performance from my team. This book gives practical ideas that can be implemented right away to increase sales. For example page 145 begins the section on how to create an irresistable voicemail message that will make you stand out from your competitors and get the sale. We tried it with very good results.

I also like this book because it's written with the working salesperson's time schedule in mind. Easy to read. Easy to carry. The cloth cover makes it durable in the field. No flimsy soft cover to worry about here. A good thing because you'll be referring to it often during your sales career.

If you're serious about selling success add "Little Red Book of Selling" to your sales library. Act on the priciples and ideas and you too will discover why people hate to be sold but they love to buy.