El pequeño libro rojo de las ventas: 12,5 grandes secretos para vender más

by Jeffrey Gitomer, Marta Torent López de Lamadrid (Translator)

El bestseller internacional que recoge los principios básicos para convertirse en un gran vendedor.

Dicen que los vendedores odian leer, por eso este pequeño libro usa un lenguaje claro, sencillo y directo y está diseñado para llevar consigo todo el conocimiento, sabiduría, experiencia y pasión por las ventas que necesita un vendedor.

Este libro incluye una tabla de contenido por capítulo y está repleto de citas, ilustraciones, consejos e ideas para, más allá de la clásica pregunta de cómo vender, entender mejor por qué compra la gente, una pregunta aún más fundamental que todo vendedor tiene que hacerse.

Se trata de una pequeña guía práctica que se convertirá en una obra imprescindible para todos aquellos profesionales que deseen formarse en temas comerciales o mejorar sus habilidades.

Genres: Business, Nonfiction, Buisness, Self Help, Entrepreneurship, Personal Development, Psychology

242 pages, Kindle Edition

First published September 1, 2004

About the author

AUTHOR.
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.

Reviews

[Gil Bradshaw · Rating 1 out of 5]

I was so embarrassed at how hokey this book was that I almost didn't include it in my goodreads reviews. Then I decided to do so, just to blast it. I'm so sick of good salesman writing really poorly written books. Maybe I'm not the right guy for books such as this, but its just unprofessional. I'm trying to think of the demographic that Gitomer was trying to target with his gimmicky salesy approaches...Amway salesman? Multi-level Marketing salesman? I hope I can get more than a buck for this when I resell it on amazon.com

[Glen · Rating 2 out of 5]

The little Red Book of Selling- Jeffrey Gitomer

Www.gitomer.com

Difference between failure and success in the sales:
• Believe you can
• Create the environment
• Have the right associations
• Expose yourself to what's new
• Plan for the day -know your plans and goals
• Become valuable - become known as a resource not a sales person
• Flowe the answers your prospects and customers need
• Recognize and take advantage of opportunity
• Take responsibility
• Take action
• Make mistakes
• willing to risk
• Keep your eyes on the prize
• Balance yourself
• Invest (in yourself) don't spend
• Stickat it until you win
• Develop and maintain a positive attitude
• Ignore zealots and idiots

12 Principles of sales greatness
1. Be focused with the right philosophy and attitude
• p.41 how to come out of a slump
2. Prepare to win
• Do your home work
• P. 48 how to research your prospect
3. Build your personal brand - It's Not who you know but who knows you
• P.57 how to improve personal branding
• Become known as a person of action
4. Focus or value and relationship, not price
• P. 66 principles of giving value and being valuable
• P. 72 what your customers want
• Put yourself in front of people uho can say yes and delver value first
• Make friends and out professionally
5. The Importance of networks
• To network successfully: a great 30 second commercial; your willingness to dedicate the time; a plan of where and when
• P.86 the 21 best places to network
• Secrets: get respected by those that count ; Use liesure Zones ; be aware at who is around you
6. Must get in front of the decision maker
• Create compelling reasons
• Sell the appointment not the product or service
7. Engage prospect with power questions- designed to make your prospect think about himself and answer in terms of what you are selling or doing
• P. 116 for power question lead-ins
•
8. If you can make them laugh, you can make them buy
• Pick something that's personal to you
• P. 127 Some Safe topics
9. Use creativity to differentiate and dominate
• Elements that drUe your creativity
• Brains
• Altitude
• Habit of observing
• Habit of collecting ideas
• Your self belief
• Support system
• Creative environment
• Creative mentors and associations
• Study creativity Edward De Bono - best book "Tinkertoys' by Michael Michalko
• Study history of creativity in your industry
• Use creative models -see books Six Thinking Hats or Six action Shoes or the SCAMPER model: Substitute, Combine, Adapt, Modify, Maxi rie/ Minimise, put to other use, reverse or Rearrange
• Risk failure.
• Three areas to make a difference
• Open Sales Call with a Smart question
• Change your ordinary imaging and branding
• Use your follow-up and "stayin front' power to tire max- tharh you notes -weekly email
10 . Reduce their risk and you'll Convert selling to buying
• Risk from buyers perspective:
• afforaability
• Need
• Possibility Of cheaper substitute
• Not what originally thought of
• Product performance
• Quality
• Looking foolish / people getting mad
11. Power of Testimonials
Ask a customer to tell you their reasons from purchasing from you and you will get more sales ot that type, ie uncover the buying motive
12. Using your sense of selling
6 positive Sales senses:
• Confidence
• PositNe antici pal'ion
• Determination
• Achievemint
• Winning
• Success
Negative senses which are mental blockers:
• Fear
• Nervousness
• Rejection
• Procrastination or reluctance
• Justification / rationale
• Self-doubt
• unlucky
Be focused about what and who is around you
13. Red formulas
For self development
• Belief system
• Passion from your belief
• Altitude of YES
• Invest time in things that help you succeed
• Begin capturing your thoughts, strategies and ideas in writing
• Take a course in writing
• Take a course in something you love
• Begin clarifying your ideas in public
• Publish something
Elements that make you strong enough to mike a Sale:
• Image
• Ability to speak
• Abili try to establish rapport
• Attitude
• Product knowledge
• Desire to help
• Preparedness
• Humour
• Creativity
• Reputation
• Glue- how you hold it all together

[Loy Machedo · Rating 5 out of 5]

Loy Machedo’s Book Review
Little Red Book of Selling by Jeffrey Gitomer

If you are going to ask me to evaluate Jeffrey Gitomer, let me tell you point blank
the review will not be fair.

Why?

I worship the ground on which Jeffrey Gitomer walks.
In my eyes, he is truly the essence of what a true trainer, educator and mentor should be. Not only is he to the point, he bashes you up with not-so-formal quotes that would wake you up from your sleep and then slap you with the reality of what the art of sales in all about.

So let me not flatter, flutter and flitter around praising him as it would not benefit anyone and get to the point of the book review.

Pros
1. Easy to read
2. Easy to understand
3. Easy to implement (though difficult to be consistent unless you are the best)
4. Information to the point
5. Visually – a stand out
6. Creative
7. Funny
8. No bullshit
9. Tried and test advice
10. Universal application
11. Very thought provoking
12. 219 pages of advice in gold (no make that platinum)
13. Hardbound book
14. Heavy weight
15. Great paper material
16. Excellent design
17. Has a Red book marker
18. Book that can serve as a gift to anyone
19. Book that you can give your sales team
20. Book you can hit the idiots in your office with

Cons
1. Plenty of ‘To-Do’ stuff which involves going to his website repeatedly.


He also has the 12.5 principles for Sales Success
• Principle 1: Kick Your Own Ass.
• Principle 2: Prepare to Win, or Lose To Someone Who Is
• Principle 3: Personal Branding is Sales, Its Not You Know, Its Who Knows You.
• Principle 4: Its All About Value, It’s All About Relationship, Its Not All About Price.
• Principle 5: Its Not Work, Its NETWork.
• Principles 6: It You Cant Get In Front of the Real Decision Make, You Suck
• Principle 7: Engage Me and You Can Make Me Convince Myself
• Principle 8: If You Can Make Them Laugh, You Can Make Them Buy!
• Principle 9: Use Creativity To Differentiate and Dominate
• Principle 10: Reduce Their Risk, And You’ll Covert Selling To Buying
• Principle 11: When You Say It About Yourself It’s Bragging. When Someone Else Says It About You, Its Proof.
• Principle 12: Antennas Up!
• Principle 12.5: Resign your position as general manager of the universe.

And yes, he also states the basic fundamentals:
1. Believe you can.
2. Create the environment.
3. Have the right associations.
4. Exposure yourself to what’s new.
5. Plan for the day.
6. Become valuable.
7. Have the answers your prospects and customers need.
8. Recognize opportunity.
9. Take advantage of opportunity.
10. Take responsibility.
11. Take action.
12. Make mistakes.
13. Willing to risk.
14. Keep your eyes on the prize.
15. Balance yourself.
16. Invest, don’t spend.
17. Stick at it until you win.
18. Develop and maintain a positive attitude.
19. Ignore idiots and zealots.

Overall Review
Do I recommend this book
Hell yeah!
Any product of Jeffrey Gitomer is a dream come true.
For someone like me who dreamt of purchasing his book years ago
this is a gift of a lifetime.

Overall Ratings
If there was anything like 11 out of 10, this is one book which would receive that award.
Perfect score!

Loy Machedo's Extra Tip:
Go to http://www.gitomer.com/ and get yourself a couple of freebies!!!

[Kali · Rating 2 out of 5]

I disliked Jeffrey Gitomer's book 12.5 Principles of Sales Greatness. The content itself is solid. Gitomer's advice is very good but his delivery leaves much to be desired. I have a hard time believing that the word "puke" comes out of the mouths of most professional business people. Gitomer also has quite a large ego and takes every opportunity to brag about his life. Many self help authors use stories in their own lives to tell stories, but I have never rolled my eyes while reading a book. It was just that stupid. Gitomer should work on his professional appearance in case the world realizes what a tool he is.

[Ron Graham · Rating 5 out of 5]

This isn't just a book one reads. It's a book one carries around as a reference, like a dictionary.

Especially if you're like me, learning the art of sales in the second half of my life - had I been smart, I would've learned how to sell while I was in college. Because in this society, in this economy, everyone's selling. Those of us who can't or won't figure out how will lag behind. This is the kind of information that can get even a guy like me selling.

[Natasha M. Nurse, Esq. · Rating 4 out of 5]

If you want to "stand on business" then reading books by Jeffrey Gitomer is KEY! The art of sales becomes that much easier to understand and appreciate after reading this book.

[Ehsas · Rating 1 out of 5]

First of all why 12.5. Why not 12? Why not 13? This should have been a red flag to avoid the book.

OK. This is another one of those books where everyone swears by it, is recommended by your waiter, hairdresser and the annoying co-worker. It makes most must-read lists, yet its reputation precedes it (not in a good way).

The author sounds angry and condescending. On some pages I could imagine the author all red-faced, punching on the keyboard and screaming his lungs out. Jesus. Buddy, take it easy. Calm down. Drink a sip of water. It's OK. We get it. You think are smart and everyone else, especially those who purchased your book, must be idiots.

Now on to the content of the book. Granted that the book has some valuable info for the extremely fresh salesman, the one who is leaving home for the first time and experiencing the world. But for everyone else, most of the stuff is common sense. Nothing magical or ground breaking. Also the book reads like a giant PowerPoint presentation. Except where the presenter is an angry, snobbish asshole.

Save your time and money by avoiding this book.

[Richard · Rating 2 out of 5]

Sure, this guy has sold more stuff than I have. But I don't find anything here backed up by any evidence, what there is is anecdotal. Also he keeps hinting that you have to go to his webpage to learn more. Ah ha, trying to make that web sale I guess. In all, I think he knows how to sell (books too), but he doesn't know how to educate.

[Shannon Kempenich · Rating 5 out of 5]

Awesome, even for someone not in selling. If you haven't realized yet, you are probably in sales, whether your job title says it or not. If you are a doctor you sell a certain prescription, if you are a teacher you sell a subject, if you meet someone new you sell yourself. That is why you should read this book.

[sarah semark · Rating 1 out of 5]

I loathed this book so much it took me nearly three full years to read it—mostly because I got to the bit that said "I'm not going to be politically correct" and threw it away in disgust/annoyance/come on, really? You're not edgy for saying this, you're just a jerk who can't recognise how you've benefitted from the systemic oppression of other people, and you feel like it's beneath you to be thoughtful and considerate of others.

This book is, in a nutshell, why people hate salespeople. They're pushy, they listen to self-help tapes in their car, they buy into their own nonsense, and everything is a line aimed at pushing you to make them rich. It's Glengarry Glen Ross in book format. It's super cheesy. There are listicles everywhere. It feels like it was written and illustrated in 1984, and I'm sort of shocked it was actually 30 years later than that.

It buys into the idea of a meritocracy like nobody's business, which tracks if you're a straight white dude who's largely unaware of how your own privilege. "Just work harder, and then things will work out for you" really does work. ("My boss won't buy my a laptop."/"They sell laptops at the computer store.") Apparently, we're all just lazy slobs who spend too much time watching television, and that's why we're not successful salespeople. Good to know.

Also, it's a red flag when all the inspirational/successful people you reference are straight white dudes. Double that when they're Donald Trump and Thomas Edison, both total psychopaths riding on the coattails of people with actual skills and talents.

Why did I loop back to this? Honestly, it's partly because I'm just trying to revisit my abandoned reads list (apparently I've been reading Sexus since 2013), and because it's a pretty short read, and maybe I'd be able to glen something from it to make it worthwhile.

Strangely, by the end I kind of felt like I did. I stopped hating it quite so much. It's all stuff I kind of already knew—use testimonials, focus on solving people's needs, implement humour and creativity, build your personal brand—but I suppose it was nice to have validated, even if in an anecdotal sort of way.

There's a great bit at the very end where he emails some hot-shot saleswoman, and she seems like a boss. Can we get her to write a book instead? I might be able to read that in less than a year, maybe.

[Jolyn Moh · Rating 5 out of 5]

This little red book oozes so much personality, it's hard to give it a low rating because the author is doing what he preached - emphasizing how much personality is factored to be a great salesperson. Coming into this role, I realised how important this was. The amount of energy you need to put your game face on, particularly because you have little time to recharge between prospects, is crazy hard.

There will be multiple times when you would feel like resting, but this role leaves you very little room for that because of its uncapped salary potential which might make you feel that you are always in a race against time. This sensation is always on repeat, and it resets, every month, every quarter, every year. There is no feeling of "Phew, I have reached where I want to go. Let me stay here for a while more before I decide my next step." which diametrically opposes roles that demand you to have a niche, often technical skill such as accountancy.

As such, this book reflects the true nature of such a role well and also boost your energy along with it. Call it a pep talk book if you will, the book is structured to have nuggets of wisdom so that it is easy to read AND reread. More often than not, to be great in the sales role, you need to be present and the contents of this book help you to be present, or at least, fall back into the mindset of being present.

I might also argue that some of the explicit execution tips in the book might be dated, but the essence of how the author explained them is key. Overall, this is not like any other novel or self-help book, but a humorous guidebook infused with spirit and energy (and funny comics) to keep you going, or to reignite the engine again.

Is this the only sales book to read? I don't think so, you will be able to have great insights from others as well.

Should you read this book? Yes - to understand the nature of the role, the kind of (people) pressure you are dealing with and how this man had attempted to do so. In fact, non-sales people should also read this book just because of how you can learn from the author who has put in a lot of thought to be relatable to the different kinds of people he has to meet.

[Michael Cash · Rating 1 out of 5]

I hated this book. Hated it. Like Roger Ebert hated North: "I hated this movie. Hated hated hated hated hated this movie. Hated it. Hated every simpering stupid vacant audience-insulting moment of it. Hated the sensibility that thought anyone would like it. Hated the implied insult to the audience by its belief that anyone would be entertained by it."

I guess I could say one good thing about it: by listening to the unabridged audio of the book, read by the author, I feel that I got to know him. And he's a jerk.

A few tips for the next edition, Jeffrey: 1) Remove all profanity. It isn't the language of business. 2) Don't use your book as an ad for selling me your other books and your website content every page or so. If the content was that good and that indispensable, you should have included it here instead of mentioning it here and telling me where to go get it. 3) Don't encourage dishonest ways to sell. 4) Don't focus only on business-to-business sales made by cold calling and going out on appointments to make presentations. 5) Update the book. I can't believe that it was even current in 2005 when it came out, since some of your big advice centers on buying a laptop computer and listening to tapes in the car. 6) Rename the book. It has more to do with keeping a positive attitude than any sales skills. 7) Spend more time telling me what to do, rather than telling me what not to do. 8) Lose the .5 on everything. Really, really irritating after about the first chapter. 8.5) Don't mock your customers/students/readers.

[Gregory · Rating 2 out of 5]

does everything have to have a 0.5 step? give me a top 10 not 10.5 on every single list. very annoying. good information poorly written. I'm shocked that he has a news column...could explain the death of newspapers. very abbrassive attitude. this man clearly works his life away and doesn't know how to have a work life balance.

[Linda Faulkner · Rating 5 out of 5]

Excellent - this is a MUST-read for all business people.

[Allyson Stallman · Rating 2 out of 5]

A lot used car salesman, little academic and empirical backing. More of a Little Red Book of Jeff Gitomer.

[Jason · Rating 4 out of 5]

After reading some of the other reviews here on Goodreads, I noticed that many either love or hate this book. I guess, that is true in most areas of life.

As for me, I really enjoyed this book. I found it on sale at a local used book store and couldn't resist purchasing it. I am truly glad that I read through it. I do feel that I will keep it on my shelf and pick up from time to time for years to come. The style of writing was very conversational and truly motivated me to learn more and pursue success.

I think that this book could benefit salesmen and non-salesmen alike. Basically, anyone who deals with people can benefit from reading through it. But it is definitely intended for salesmen.

[أخضر أخضر · Rating 5 out of 5]

لعل الميزة الأكبر في هذا الكتاب متوسط الحجم هو أنه لا يمتلئ بالحشو كما أنه عملي وواقعي إذ استهل جيفري غيتومر كتابه بأنه ليس هناك عصا سحرية تمنح النجاح سواء في مجال المبيعات أو الحياة عمومًا، لكنه يقدم بواقع خبرته استراتيجيات قوية لتحقيق مبيعات مثالية ولكي يصبح المرء محترفًا في التجارة والتسويق.

ونلاحظ أن "غيتومر" من مناصري فكرة المخاطرة وعدم أخذ الركود الاقتصادي كحجة بل استغلاله كما فعلت شركات وجدت نجاحها وسيطرتها في الأزمات والركود، وهو يشير أيضًا إلى اكتساب صداقة العميل والتعامل مع صناع القرار مباشرةً، ويقدم أساليب معينة يتعلم بها المرء كيفية الإقناع.
بلا شك، يستحق الكتاب خمسة نجوم وأعلى تقييم كونه من الكتب النادرة التي ابتعدت عن الكلام غير الواقعي الذي لا أساس له عمليًا، كما أنه مناسب لمن يعملون في التسويق كأفراد أو مؤسسات ولأصحاب المشاريع.

[Carlos Rendon · Rating 5 out of 5]

My favorite part of this book talks about how a lifestyle comes to be. You can think of your lifestyle as the sum of your actions.

Philosophy drives your attitude, which drives your actions, which in turn produce your lifestyle. If you don't like your lifestyle you should not just consider your actions but also your attitude and philosophy. If your philosophy is poor you will have a poor attitude and you will take poor actions and end up with a poor lifestyle.

I also like the Jeffrey is fully aware that we often know what is best for us, yet we do not decide to act on this information. We must strive to better ourselves and this is a difficult but worthwhile journey to make.

[Sara · Rating 2 out of 5]

Poorly written

Maybe there’s some good info here but it’s hard to get past the immature formatting (stupid cartoons, lots of bold caps) and bad writing (incomplete sentences, missing punctuation, etc.) Also I’d love to know who this guy is. Yeah, he’s an author. Yeah, he’s a speaker. But what does he sell? Besides himself. Lastly, his chapter on humor was embarrassing. He’s not funny. But he’s clearly impressed with himself and thinks he is. He seemed like just another phony salesman to me.

[John Hartness · Rating 5 out of 5]

One of the best books on sales I've ever read. No matter where you are in your sales career, this book has something that you can take away from it. I love Gitomer's conversational style, and his statement early on that you should read the book several times is true.

I highly recommend it for all salespeople, sales managers, and the back of the toilet in every sales office (except for my competitors, none of them should ever read this book!)

[Adra · Rating 5 out of 5]

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 Comment

[Francisco Ramires · Rating 2 out of 5]

Jeffrey Gitomer promised a lot. I did not find a lot more than in a general sales-related website available to the public. Besides, most of the recommendations and approaches lack evidence or practical examples.
If you're looking for a real sales book get a copy of "Never split the difference", or even "Blink" for a more detailed description of the scientific-side of how humans respond to different triggers.

[Bridget Poputa-clean · Rating 3 out of 5]

The guy clearly hates TV. Some of the content is good, but make sure you want to be 110% focused on your work and nothing else. Much of the content rubbed me the wrong way. I don't think being successful at the expense of everything else in life, including strong friendships (actual friendships where you care about getting in "their drama") is worth it. It's definitely not for me. Worth the read for the handful of good tips and for future reference if something is new.

[Brandi · Rating 2 out of 5]

This book has some okay tips on networking and risk management. However, the language can be somewhat unprofessional at times. It also completely dismisses support staff, which can be a huge mistake in sales. It's also a very self-congratulatory text. The author thinks highly of himself, I get it. He should reconsider his own advice on arrogance.

[Ri · Rating 5 out of 5]

Excellent book.
Principles of Sales and meeting is the objective is no different from reaching life purpose or setting goals and achieving them.
It is simple, if you have what it takes to be successful at convincing, negociating and sellling. Then you simply have it! the necessary skills to meet your goals.

[Selia · Rating 4 out of 5]

Определено има какво да се научи от тази книга. Написана в напълно разбираем стил автора дава идеи които могат да се приложат в съвременния бизнес. Давам тази висока оценка най-вече за това че успява успешно да си развива бизнеса благодарение на хората като нас които искат да бъдат добри търговци.

[Zachary Wrightsman · Rating 5 out of 5]

For sure a good book a lot of good information in it. I learned a lot for my first read through. It is most definitely a book you will need to read over and over unless you’re already a master sales person.

[Joanne · Rating 5 out of 5]

This is my sales bible. Jeffrey Gitomer knows how to impart information that makes sense to the reader and doesn't preach. What Gitomer teaches is instantly applicable. You can change his words into money. I'm not kidding.

[Teri Temme · Rating 5 out of 5]

Second time around - it always gets better!

[Thrush · Rating 5 out of 5]

Entertaining.