The Little Red Book of Selling: 12.5 Principles of Sales Greatness
1. Kick your own ass. 2. Prepare to win, or lose to someone who is. 3. Personal branding IS sales: It’s not who you know, it’s who knows you. 4. It’s all about value, it’s all about relationship It’s not all about price. 5. It’s NOT work, it’s NETwork. 6. If you can’t get in front of the real decision maker, you suck. 7. Engage me and you can make me convince myself. 8. If you can make them laugh, you can make them buy! 9. Use CREATIVITY to differentiate and dominate. 10. Reduce their risk and you’ll convert selling to buying. 11. When you say it about yourself it’s bragging. When someone else says it about you it’s proof. 12. Antennas up! 12.5 Resign your position as general manager of the universe. You can see from the titles of his principles that this book is as fun and entertaining as it is educational. “People don’t like to be sold, but they love to buy” is his motto and through his 12.5 principles he gives you the tools to succeed in whatever field of business you are in. You will read this best selling book, study it, love it and recommend it to everyone you know. If you like this book you will also love his book Customer Satisfaction is Worthless, Customer Loyalty is Priceless as well. (You can find the review on CT.com.) That book motivates you to work with your staff or team whereas this book motivates you to work on YOU. Finally, coming out March 15th, 2006 is the sequel to this book, THE LITTLE RED BOOK OF SALES ANSWERS. Here’s a preview of what his latest book has to offer:
Reviewed By: Dana Reed-Kane, PharmD, FIACP, FACA, FCP, NFPPhC In: Mar 2006 |