What do you think?
Rate this book
Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling: Proven Actions You Must Take to Make Easier, Faster, Bigger Sales....Now and Forever
There are universal laws of selling that determine whether you succeed, or don’t succeed ― whether you earn enough to enjoy the lifestyle you want or struggle to make ends meet. When you align the wind with your sails, you move effortlessly across the water. When your sails are out of alignment, you flounder and go nowhere. If you align your thinking and actions with these powerful laws of selling, you will be more effective and efficient. You will encounter less friction, require less energy, and get bigger results faster. Here's a sampling of Jeffrey’s 21.5 Laws of These 21.5 Laws are the rock foundation of selling. They may be invisible but they are undeniable ― and unbreakable. If you're just getting started in selling, you will find the Laws invaluable. Whether or not you learn them and follow them will make or break your career. If you’ve been in sales for a while, you will find yourself saying, "I haven’t been doing that." "I knew that! How did forget?" When we break the Laws we pay the price. Our sales suffer. Our bank account takes a hit. It’s an effort to get out of bed and make a sales call, to do our best work ― work that is aligned with the Laws. Use Jeffrey’s Laws of Selling to recharge your enthusiasm and redirect your actions back to what really works.
208 pages, Hardcover
First published September 2, 2013
33 people are currently reading
435 people want to read
About the author
Jeffrey Gitomer
156 books326 followersAUTHOR.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.
OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.
BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.
IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.
ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.
TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.
SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.
SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.
AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.
SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.
"I give value first. I help other people.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.
OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.
BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.
IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.
ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.
TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.
SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.
SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.
AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.
SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.
"I give value first. I help other people.
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 18 of 18 reviews
June 24, 2024
If you understand how to sell, the sale itself becomes that much easier. I appreciated learning new sales strategy throughout the book.
October 4, 2023
"3 stars - Not a lost effort. Either I got something out of it, or was sufficiently enjoyable to merit the required time."
That definition from my personal scale is an apt summary of this book, which I read as part of my company's reading list.
One of my personal beliefs in management training is that "perspective is reality." By and large, if you think you're great, yet all your employees think you're terrible, then you're probably terrible, regardless of even if you actually are great, because your aren't effectively selling who you are and your management style to your employees. So I smile to myself when Jeffrey Gitomer says "The customer's perception of you is your reality." Well played and well said, good sir.
So, in light of that belief, as I read this book I found myself wondering “what is the perspective most employees at my company will have of this book?” In my function as a general business and finance manager, I confess that my perspective was that “I’m not in a direct sales role, so I’m not technically a salesman --> as a result, while this book teaches good principles, I don’t feel they directly apply to me --> consequently, I’m not going to internalize or incorporate these concepts into my life and career because I’m not selling in the way he suggests.” My initial gut response, then was that for employees not in my seat (front desk employees, dental assistants, dental hygienists, etc.) whose roles may be significantly more transactional, I didn't see the benefit this type of reading would provide them.
Only at the end of the book did I realize that, yes, this book actually does pertain to me, and falls into the same category as “Who Moved My Cheese” (to which I gave five stars, despite being overly sweet and simple). Both books are written with a particular niche market in mind (salespeople for this book, general business professionals in the latter), but by promoting them to such niche groups the authors limit their impact.
Much like how “Who Moved My Cheese?” is a book that can be effectively adapted to any change in life (personal, professional, familial, marital, monetarily, etc.), this book applies in essence to every person. We’re all selling a product – ourselves. To our friends, employers, co-workers, and spouses. They all have invested time and emotional resources in us because they feel the perceived value we bring to their life is more beneficial than the energy (read: cost) that is required to associate with us. And they felt that ratio of energy (cost)-to-value would provide a greater return than they may find elsewhere.
So, as humans beings selling ourselves, this book does in fact apply to each of us. We should be passionate about who we are. We should have a positive attitude about ourselves, regardless of rejection. We should tactfully apply humor in our life, and adjust how we do so based on feedback and perceived impact (either positive or negative). In managing the product we provide to others (what it’s like to be around us and choose to interact with us), we should be assertive in a way that doesn’t burn bridges or come off as pushy. And 17.5 other rules.
The only difference, then between those books (and thus the difference between a 5-star and 3-star rating), is that I perceived that value early on while reading “Who Moved My Cheese?” I did not perceive that value early on while reading this book. And because that perception was not sold to me early on, I found myself not emotionally engaging deeply with this book (although I still have one full typed-up page of personal notes). Perhaps the author would have benefited from looking beyond simply the business sales audience when writing this book, either with an introduction or afterword that reflects how this applies generally in all facets of life. Unfortunately (or fortunately), I do not feel compelled after my first read-through to give it another go.
So, this "selling" book did not sell itself to me well.
I bought this as a used book in very good condition for $1.50. Ironically, it was signed by the author on the inside. Not sure what that says about the perceived value of the book to whoever originally received it as a gift, but provided me with a chuckle.
One small nitpick: don't be cutesy with a "0.5" rule. That's a cotton candy approach to training and motivation. Be honest and just say "22 laws of selling."
That definition from my personal scale is an apt summary of this book, which I read as part of my company's reading list.
One of my personal beliefs in management training is that "perspective is reality." By and large, if you think you're great, yet all your employees think you're terrible, then you're probably terrible, regardless of even if you actually are great, because your aren't effectively selling who you are and your management style to your employees. So I smile to myself when Jeffrey Gitomer says "The customer's perception of you is your reality." Well played and well said, good sir.
So, in light of that belief, as I read this book I found myself wondering “what is the perspective most employees at my company will have of this book?” In my function as a general business and finance manager, I confess that my perspective was that “I’m not in a direct sales role, so I’m not technically a salesman --> as a result, while this book teaches good principles, I don’t feel they directly apply to me --> consequently, I’m not going to internalize or incorporate these concepts into my life and career because I’m not selling in the way he suggests.” My initial gut response, then was that for employees not in my seat (front desk employees, dental assistants, dental hygienists, etc.) whose roles may be significantly more transactional, I didn't see the benefit this type of reading would provide them.
Only at the end of the book did I realize that, yes, this book actually does pertain to me, and falls into the same category as “Who Moved My Cheese” (to which I gave five stars, despite being overly sweet and simple). Both books are written with a particular niche market in mind (salespeople for this book, general business professionals in the latter), but by promoting them to such niche groups the authors limit their impact.
Much like how “Who Moved My Cheese?” is a book that can be effectively adapted to any change in life (personal, professional, familial, marital, monetarily, etc.), this book applies in essence to every person. We’re all selling a product – ourselves. To our friends, employers, co-workers, and spouses. They all have invested time and emotional resources in us because they feel the perceived value we bring to their life is more beneficial than the energy (read: cost) that is required to associate with us. And they felt that ratio of energy (cost)-to-value would provide a greater return than they may find elsewhere.
So, as humans beings selling ourselves, this book does in fact apply to each of us. We should be passionate about who we are. We should have a positive attitude about ourselves, regardless of rejection. We should tactfully apply humor in our life, and adjust how we do so based on feedback and perceived impact (either positive or negative). In managing the product we provide to others (what it’s like to be around us and choose to interact with us), we should be assertive in a way that doesn’t burn bridges or come off as pushy. And 17.5 other rules.
The only difference, then between those books (and thus the difference between a 5-star and 3-star rating), is that I perceived that value early on while reading “Who Moved My Cheese?” I did not perceive that value early on while reading this book. And because that perception was not sold to me early on, I found myself not emotionally engaging deeply with this book (although I still have one full typed-up page of personal notes). Perhaps the author would have benefited from looking beyond simply the business sales audience when writing this book, either with an introduction or afterword that reflects how this applies generally in all facets of life. Unfortunately (or fortunately), I do not feel compelled after my first read-through to give it another go.
So, this "selling" book did not sell itself to me well.
I bought this as a used book in very good condition for $1.50. Ironically, it was signed by the author on the inside. Not sure what that says about the perceived value of the book to whoever originally received it as a gift, but provided me with a chuckle.
One small nitpick: don't be cutesy with a "0.5" rule. That's a cotton candy approach to training and motivation. Be honest and just say "22 laws of selling."
January 5, 2019
"Don't tell me you're different, prove it!"
.
I just noticed the cover which is hilarious, there's not a single sentence in here about making quick easy sales. Instead it's all about hard work and long term perspective. Gotta give it to marketing.
.
.
Out of all the Gitomer books, this one had less personality than usual. I'm used to his direct "you suck" statements and humor which keep things lively. He is still direct, and brings a lot of value, which makes it worth the read. On presentations:
.
"The one thing a good portion of presenters and speakers have in common is lousy presentation skills"
.
He talks about this perspective in all his work, essentially you don't have to be amazing, only better than lousy average which is everywhere. This perspective is part of what allowed me to earn a lot of my early success.
.
.
All around good read, if you like his style and want more humor go through his little book series first.
.
.
"The more you put value in terms of how they win, how they profit, and how they produce, the more it will be perceived as true value."
.
I just noticed the cover which is hilarious, there's not a single sentence in here about making quick easy sales. Instead it's all about hard work and long term perspective. Gotta give it to marketing.
.
.
Out of all the Gitomer books, this one had less personality than usual. I'm used to his direct "you suck" statements and humor which keep things lively. He is still direct, and brings a lot of value, which makes it worth the read. On presentations:
.
"The one thing a good portion of presenters and speakers have in common is lousy presentation skills"
.
He talks about this perspective in all his work, essentially you don't have to be amazing, only better than lousy average which is everywhere. This perspective is part of what allowed me to earn a lot of my early success.
.
.
All around good read, if you like his style and want more humor go through his little book series first.
.
.
"The more you put value in terms of how they win, how they profit, and how they produce, the more it will be perceived as true value."
August 6, 2020
A wonderful read by Jeffrey Gitomer; I've particularly found the chapters 14, 15, 16, 20 and 21 inspiring and insightful for the media company that I run. Other chapters were good reminders of what I learned in other books on sales and business development.
Instead of just reading this book, I recommend applying the tips and insights mentioned here one-by-one and then tracking the progress. That's definitely what I am going to do together with my team. :)
All in all, another great book, on par with Jeffrey's "Little Red Book of Selling".
Instead of just reading this book, I recommend applying the tips and insights mentioned here one-by-one and then tracking the progress. That's definitely what I am going to do together with my team. :)
All in all, another great book, on par with Jeffrey's "Little Red Book of Selling".
October 28, 2020
Jeffrey Gitomer wrote the bestselling sales book of all time The Little Red Book of Selling, and has been speaking and writing about sales for many years. I’ve reviewed many of his books, and am a fan of his. (Not like my 15 year old is a fan of One Direction, but a fan none-the-less.)
And so when this book came out, I was interested in reading it, because I am interested in the topic and as I said, I am a fan.
Read more...
And so when this book came out, I was interested in reading it, because I am interested in the topic and as I said, I am a fan.
Read more...
September 20, 2021
As a robotics engineer with no background in sales whatsoever, I found this book really insightful. Jeffrey Gitomer manages to transfer his knowledge and expertise in a very clear and systematic way. The overall content is organized into 21 or so chapters. Each chapter focuses on a single selling law. Great book for selling amateurs!
February 4, 2024
As an entertainment creative never to involved in the sales side of things, I actually discovered a wealth of useful pointers, especially with regards to best practices of how to present and promote oneself in their chosen field. A quick bullet point driven read that offers a lot of suggestions towards improving oneself professionally, even if sales isn't your area of expertise.
June 2, 2017
This book is kind of like an AA for sales people. So it is perfect for anyone new in sales or someone who has lost their way.
It also has a few anecdotes spread out through the book that are interesting to read.
It also has a few anecdotes spread out through the book that are interesting to read.
July 5, 2019
برای اینکه بدونید بدردتون میخوره یا نه فهرستش رو بخونید.
از نظر من برای کسی که میخواد فروشی انجام بده، چه محصول، چه خدمات و هر جنسی که طرف مقابلتون مشتری هست به نظرم خوندنش واجبه.
از نظر من برای کسی که میخواد فروشی انجام بده، چه محصول، چه خدمات و هر جنسی که طرف مقابلتون مشتری هست به نظرم خوندنش واجبه.
October 29, 2013
Checking in at Amazon there are over 350,000 books on sales. But there can only be one #1 and that coveted position is held by Jeffery Gitomer's The Little Red Book of Sales. So when Jeffery puts out a new book on sales I anticipate great info. You may wonder how much new information can there be on sales.
Granted parts of the book refer back to his other 11 books, but most have not read his entire library and may have forgotten much of it anyway. I like the fact that Jeffery continues to reinforce the idea of sales as being a noble calling not to be confused with Alec Baldwin as sales manager in Glengarry Glen Ross. Jeffery continues to change the perception of closing the sale to one of opening the relationship.
21.5 is about more than sales it is an outline for a career and for a fulfilled life.
Granted parts of the book refer back to his other 11 books, but most have not read his entire library and may have forgotten much of it anyway. I like the fact that Jeffery continues to reinforce the idea of sales as being a noble calling not to be confused with Alec Baldwin as sales manager in Glengarry Glen Ross. Jeffery continues to change the perception of closing the sale to one of opening the relationship.
21.5 is about more than sales it is an outline for a career and for a fulfilled life.
December 27, 2013
I read this a chapter at a time over the last month or so. Great insight and ideas. I'll need to reread it to reinforce the messages about selling in today's social media world of commerce. Some things are the same as they've always been, some "rules" have changed drastically due to new ways for customers to find businesses and share opinions about their experiences on Facebook, LinkedIn and YouTube.
July 29, 2016
This book, as the title states, is about rules you need to understand to create more sales. The author, Jeffrey Gitomer, does toot his own horn throughout the book but I have to give him credit; he does cover many very important points. Each law is well thought out and gives you much information to digest. The author also gives you many more pointers online. If you are interested in making more sales (and who in business is not) this is a great book to get you started down the right path.
March 8, 2014
My boss got me this book for Christmas and asked me to read it. I'm not a salesman, my job is not necessarily sales, but it was a motivational read - there were some tidbits, some rules, that I have taken away from this book and am going to use in my job.
September 20, 2014
I always enjoy reading Jeffrey's work on the way to work. It is a great motivator, and helps you take something positive into the sales day/
July 17, 2016
Read a summary not the whole book but good, and actually pretty basic and obvious points. Good reminders though
December 6, 2016
I'd give it 5.5 stars if I could!
April 18, 2016
Pretty good book. Easy reading.
Displaying 1 - 18 of 18 reviews