Маленькая красная книга ответов для продавцов. 99.5 способов убедить, продать и получить деньги

Эта книга - продолжение "Маленькой красной книги о продажах" от всемирно известного гуру продаж Джеффри Гитомера. И в то же время это самостоятельное издание, мгновенно, как и первая работа, ставшее мировым бестселлером. Раскрывая взаимоотношения продавца и покупателя, автор дает ответы на вопросы, которые беспокоят подавляющее большинство продавцов. Ответы, которые позвол Эта книга - продолжение "Маленькой красной книги о продажах" от всемирно известного гуру продаж Джеффри Гитомера. И в то же время это самостоятельное издание, мгновенно, как и первая работа, ставшее мировым бестселлером. Раскрывая взаимоотношения продавца и покупателя, автор дает ответы на вопросы, которые беспокоят подавляющее большинство продавцов. Ответы, которые позволяют убедить любого, даже самого несговорчивого покупателя и сделать большие деньги.

Книга написана в присущей Джеффри Гитомеру оригинальной юмористической манере и не оставит равнодушным ни одного продавца, приверженцем каких бы методов или систем торговли он ни был, - ведь ответы на эти вопросы хотят знать все. . more

Get A Copy

Friend Reviews

Reader Q&A

Be the first to ask a question about Маленькая красная книга ответов для продавцов. 99.5 способов убедить, продать и получить деньги

Lists with This Book

Community Reviews

Think Jeffrey needs to start coming up with something new or fresh - this is a third book from the author I have read (listened to in audio format in this case) and it just seems rehashed stuff from his other books slightly altered to make it seem different where he has bothered

And his shitty annoying method of talking doesn't help the cause either when he tries to mimic a weak salespersons persona - just makes the listening more annoying and if anything cocky because his style in sales is by no Think Jeffrey needs to start coming up with something new or fresh - this is a third book from the author I have read (listened to in audio format in this case) and it just seems rehashed stuff from his other books slightly altered to make it seem different where he has bothered

Waste of time if you haven't read anything from him before in my opinion

This book is gold. Jeffrey Gitomer's style is no holds barred, so be prepared! He pulls no punches while offering both philosophical and practice advice to make more sales. He doesn't offer a rigid step by step process but recommends methods and processes that peppered with tips and tricks to make rain.

Here are my notes:

Little Red Book of Sales Answers

Prepared >> work hard >> engage >> get a commitment >> earn the sale >> earl a referral >> earn a testimonial

You make the order happen!

Practice > This book is gold. Jeffrey Gitomer's style is no holds barred, so be prepared! He pulls no punches while offering both philosophical and practice advice to make more sales. He doesn't offer a rigid step by step process but recommends methods and processes that peppered with tips and tricks to make rain.

Here are my notes:

Little Red Book of Sales Answers

Prepared >> work hard >> engage >> get a commitment >> earn the sale >> earl a referral >> earn a testimonial

You make the order happen!

How to achieve your goalsIdentify goalsDate it > start and endList obstaclesGroups and contact who will helpKnowledge and skills neededCreate an action plan for each goalList the benefits of the goalsMake action every day (daily dose)

How to make things happenWake up earlyLove what you doDedicate yourself to being a lifelong studentGet rid of angerTurn barrier into breakthroughNo’s are not yetWatch little or no televisionRead for 20 minutes every morningWrite for 20 minutes every morningCall who you love and tell them that you love themTell yourself you are the best

Embrace funny in your every day life

Improve your writing

MentorsCreate a short list of mentoringGet a relationship with themThis is not explicit but something you develop through timeGive valueAsk for advice

Cold calling is getting less effective

How to get to your sales prospects without cold callsWrite an articleGet on a talk showGive a speechSend a newsletterHold a free seminarNetwork at a business functionGet a referral

Cold call opportunitiesNearby businessesTo test sales strategies

Go to the higher level person first. Lower level people end of being gatekeepers. Don’t think the low level person under the bus.

How to get past gatekeeperKnow the name of the decision-makerHave a response for what’s this in reference tooBe friendlyAsk for helpBe sincereDon’t try out worn out sales tacticsTell the truthHave a real good reason to contact aside from salesBe originalThey’ve heard it beforeShould be a positive experience

Get information on the customerRead websiteGoogle the companyGoogle the person and familyPrint out the information so that people see it

How to get to the CEO >> Phone ask for an interview for a newsletter

What can you ask that differentiates you from your competition? Look at your products and services in terms of ownership instead of purchasing. Where would be the first place that you would drive this car when you own it? NOTHow much money do you have for this project (budgetary questions)

Make a list of the ten best questions that you ask and cross off the ones that your competitor says. Keep doing it until you have questions that can beat the competitor into the ground.

Bring along a customer to a prospect

Why did the last ten sales say yes and why did the last rejections happen and why? That will tell you what to do.

Develop a strategy, structure, approach to selling not a selling systemMaking a connectionMaking an appointmentGet ready for the saleEngaging the prospect in a way that gains his interestProving the value of your offerComing to an agreementDeliveringServicingCreating an environment that’s so awesome that they buy again, refer, and speak positively in the market place

Your philosophy will determine your structure (Jeffrey Gitomer’s philosophy:)Give value firstHelp other peopleStrive to be best at what I love to do Establish long term relationshipsHave fun

Two most killer questionsWhen you are buying X what are the three biggest mistakes that people make? (larger the purchase the less people want to make mistake)When I say X what one word comes to mind? (give top of mind awareness and feelings on it)

Know what is takes to get their business don’t ask

Ask the right questions: “people don’t like to be sold but they like to buy”What’s been your experienceHow that this helped your profitHow have you experienced?

Price objection brings up

If customer asks how muchAsk permission to ask a question (qualifying)Ask question quick questions that leads to a price offering that assures purchaseNeed DesireStatusBe certain they perceive value“Our prices are fair and firm” then establish their value

Be proud of the price

Testimonials are the best way to overcome price objections

Difference between a stall and an objection (let me think about it / too high no) they are mostly not the real reason

Prevent objections don’t respond to them, deal with it during your presentationA lot of people tell us X but here are some testimonials that explain or whateverOr some people tell us X but we’ll deal with it later in the presentation because I wouldn’t want to waste your time

Buying signalsIf they ask a questionMost powerful: how much is it (prospect is thinking ownership)

Ask for the saleAsk: what’s the risk? (when do you want to start next risking)Ask: when is the next job? (get one job to prove yourself)Ask for an indirect commitment (how many people need to be trained / how many?)What’s preventing you from doing business?If obstacle, is that the only reason?SenFair enough? (Let’s do this trial job and if you’re happy X if you’re not no price, fair enough?)Ask with humor..When would you like to do that?

Ask for the sale when the mood is right

Ask for the sale in a sincere friendly and professional manner. Ask early and often!

How do buyers decide and what they are looking for. Perceived difference in your product and service with competitorsBetter perceived value than competitor (not price)Little or no risk from purchasing from youBuyer must like, believe, and have confidence and trust (begins with like)Lowest price (only after the first four fail or need more room)Decision maker needs to be feel comfortable about the deal

Have a great product AND reputation

Leave voicemail in a way that gives enough value to get a return call (profit productivity etc not you sell printers. about them!)Have facts about themFocus on a benefit not the product

How to change your own voicemail message

Selling in internet worldOld way of selling doesn’t work anymore (selling manipulate)Prospect needs to like youFull contact selling (need tech savvy etc)Not who you know what who knows youDo everything at net speedDifferential from competition other than price (7 key areas)ValuesName QuestionsIdeasCreative Presentation Perceived valueAbility to deliver beyond expectation

Value first proposition!

Wow me or lose me

The objective of selling is engaging and harmonizing

Prepare for a sales callVisit the website that you are calling, read, and analyze itVisit the competitors websiteGoogle the name of the companyGoogle the name of the person you are meeting withCreate tailored questions from the information

Following upCreativityGive valueGain their interestNothing about your walletSomething different thanOffer something to advance saleTell them a new dealExpect a package in the mailMake an appointment before you leave the office

Add enough value that they are attracted to you: value added services or products are something that you sell and you want people to buy not to sell

What is give value first? They bought it and you don’t have to sell it.

Angry customerEmpathizeDetermine speed of needFigure out what you are going to do about it nowTell them what they want to hearDon’t blame other people etc

Dealing with price issuesSupport price as the true price “why”Higher price reason better customer service, follow up, etcTestimonials of customer who were anxious but glad they didSell competitive edge not pricePrice with relationshipSell on everything but price, value / quality / etc

If someone asks for a proposal say no

If mustProposal isn’t the saleIt’s a confirmation of it

Video testimonialsSupport claims, overcome objections, using competitor than switched to them, send them an appropriate testimonialArsenal!

Thank you notePersonalSincereSay thank you!Say something personalKeep door open to future sales

How to succeed / double your salesAction formulaRead about positive attitude 15 min a dayRead one sales book per quarterRead one personal development book per quarterRead one creativity book per yearAttend four sales seminars a yearListens to CDs (repeat and practice immediately)Record yourself reading your books on sales 30 min a weekPost goals in front of your face and read them twice a day (post completed goals some other place you see)Have real sales training 30 minutes a weekRecord yourself making a sales trainingTurn the action formula into goals!

Keep talking to a prospect until you believe that you can no longer provide the best solution to the customer or until they start screaming in your face.If customer says no, explain this to them. I believe in the product or service so much that I am going to keep communicating with you until we can find a workable agreement or you start screaming at me and call the cops.This demonstrates that you truly believe in your product or service

How to double your salesDouble people you sit in front of who can buy from youGet your current customers to bring you another customerCombination of the two

Real promotion and positioning requires that prospects engage in it, keep it around, etc. THEN reinforce the promotion and positioning with advertising

Why are you loyal to certain businesses?

Invest as much in your existing customers as you do to find new ones

Pointers for a hot listGet and stay likeable (sell self first then product)List of things you do that your competition doesList of objections and figure out answers that winGet the prospect hot for youTry it and soon as you learn it (listen then try gets mastery)Adapt what you learn to your sales cycleGet and keep and positive attitudeJoin Toastmaster’sStay a (humble) studentDaily doseMaking it easy to buyBe available to sale when I want to buyHave live human beings answer the phoneHire friendly peopleTake advantage of leading edge technologyIdentify reasons customers are leaving and fixIdentify reasons customers are buying and enhance themBe your own customer

Friendly is good

How friendly are you. Eh.

Repertoire, find common ground, become a friend Look for clues at a prospects office (award, diploma, family picture, etc) ask how they got the bowling trophy etcUse humorAsk engaging questions about them that you both have interest and knowledge

Personal commercial (ask first and then commercial) less than 30 secondsGive first: Exchange names and then “I meet a lot of people and one of the best for me to get to know them and them to get to know me is to ask ‘what’s the perfect customer for you?’ and after you’re done I’ll go through my mental database and see if I know of anyone who might be a good prospect for you.”What do you do commercial: Hand coin business card “I’m the best sales trainer in the world.” Chat // How many of your sales people didn’t mean their sales goals last year?Deficit commercial: How much $ do you think it will take you to retire? and how much of that do you have right now? // My job is to take you from where you are to where you want to be. I don’t know if I can help you or not but if you’re willing to bring some of your pertinent data to maybe a breakfast, I’ll take a look at it. If I think I can help you I’ll tell you and if I don’t I’ll tell you that too. Fair enough?Make sure to tell you what you do when you’re *done*

Best leadsUnsolicited referralProactive referral from customerReactive referral from customerNetworking (pre plan figure out who will be there and learn about then and then also be the featured speaker at the event // be the perceived leader)Keep customers loyalSchedule quarterly meetings with users and customers to talk about to determine how customers needs are being met and exceededCommunicate with customers weeklyCreate partnership programs where you work together for common goodCreate a testimonial ad campaign

Readying when customer needsAnswer the phone with a person 24 hours a dayWebsite service friendly Website question friendlyWebsite sales friendlyCreate automatic response to email Give every customer your email and phone

Best way to get referralsGive referralsProvide great products and services and then ask for referral

Partnering with customers and referralsThank customerAsk for help (get customer engaged)Earn and not ask for referralGet customer to set up three way call Get customer to set up three way meeting . more

One of the best sales books on the market. Short easy to read sections means anyone can get through it as time allows. Full of great insights and useful, practical knowledge. I buy multiple copies and send them out to sales reps because I know the value it provides and how it can help any sales person increase their closing rate and become a better sales person.

If you are in sales, this should be on your desk.

Very straightforward, easily applicable ideas for sales. Many of the “99.5” tips can be applied in other lines of work. I’m a teacher and I found several excellent takeaways.

Gittomer uses language that feels like he’s talking to a guy or a group of men. I suppose he would say to the women readers or listeners “if you can’t deal with that little bit of discomfort, then toughen up lady”.

It’s still an excellent book - for anyone.

I liked the second Little Red Sales Book by Gitomer even better than the first. I think the presentation of this one was much easier to digest.

Gitomer takes 100 questions and breaks them down into 1 to 3 page summaries. The summaries contain what to do, or not to do or some suggestions on how to come to the best answer on your own. The book itself is a great confidence builder and proves there are answers available to every question.

Honestly, I think the first chapter was the most influential. I liked the second Little Red Sales Book by Gitomer even better than the first. I think the presentation of this one was much easier to digest.

Honestly, I think the first chapter was the most influential. In this section Gitomer talks about bettering yourself and your attitude. This is a critical foundation for success and I'm glad the author takes his time explaining how important this part of life is.

There were a few sentences that came across as arrogant but that's not surprising. Gitomer not only believes he is the best in the world but has quite a bit of proof to back him up. If something struck me as too over the top I simply ignored the sentence and moved on. There is more than enough high quality advice within to overcome that one tiny flaw.

After this I am very tempted to pick up the Little Black Book of Networking, also by Gitomer. There are many suggestions for further reading within both of the Little Red Books as well and many of them were not familiar to me. So Gitomer not only provides you with highest quality advice but also the means with which to educate yourself further.

Overall, I was extremely impressed by this work and look forward to using the techniques within. This is one book I'll be reading many more times and expect the value of the advice to grow in the long run. . more

This is a great little sales resource book - it's a bit cheesy (and self promoting) but I did think it had some good tips for someone starting off in sales with a million "How do I. " or "How should I. " or "What's the best way to. " questions. There are suggestions on setting appointments, how to ask for the sale, how to close a sale, how to get past the gatekeepers, how to structure messages (email, voicemail, and written), how to stay ahead of your competition, etc.

This book is a quick re This is a great little sales resource book - it's a bit cheesy (and self promoting) but I did think it had some good tips for someone starting off in sales with a million "How do I. " or "How should I. " or "What's the best way to. " questions. There are suggestions on setting appointments, how to ask for the sale, how to close a sale, how to get past the gatekeepers, how to structure messages (email, voicemail, and written), how to stay ahead of your competition, etc.

This book is a quick read - I read it in under an hour. The format is "snapshot" with bulleted or numbered lists for at-a-glance reference. I liked it because it made it easy to read and remember. . more

A great book to set right foundations for your sales career. I have not been in sales but yet this book helped me understand sales and identify the key skills I need to groom to be successful in sales. The author explains his 12.5 sales principles in simple and straight way with examples of the real world situations sales people face on daily basis.

I would recommend this book to everybody who wants to get started in sales or even an experienced sales professional. Highly recommend !!

I don't know if I am not in a place to read and absorb this information or if it is the same information that has been presented in his other books just recycled.

The first two I read were fun and easy reads. This one was not. Infact, I couldn't finish it. After 3 months of trying, I gave up.

I may revisit it in the future.Disappointed. I don't know if I am not in a place to read and absorb this information or if it is the same information that has been presented in his other books just recycled.

The first two I read were fun and easy reads. This one was not. Infact, I couldn't finish it. After 3 months of trying, I gave up.

I may revisit it in the future.Disappointed. . more

Great book. Insightful and inspirational. It covers concepts one wouldn't even think of regarding sales. Highly relevant with great application potential.

Jessi PayneLife Coach and Authorwww.RockStarJessi.com Great book. Insightful and inspirational. It covers concepts one wouldn't even think of regarding sales. Highly relevant with great application potential.

Goal – a dream with a plan and deadline.

High level people want to make a profit. Low level people insist of saving money.

Readers also enjoyed

Genres

About Jeffrey Gitomer

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 Bo 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.

📎📎📎📎📎📎📎📎📎📎