The Little Red Book of Selling: The Ultimate Guide to Making Sales Forever (Free Audio Download Included)
The Little Red Book of Selling Free Audio Download: How to Boost Your Sales Skills and Success
If you are a salesperson, you know that selling is not easy. You have to deal with rejection, competition, price objections, and changing customer needs. You have to constantly learn new skills, strategies, and techniques to stay ahead of the game. You have to be motivated, confident, and persistent.
The Little Red Book Of Selling Free Audio Download
But what if there was a book that could help you with all these challenges? A book that could teach you the secrets of sales greatness? A book that could inspire you to take action and achieve your goals?
Well, there is such a book. It's called The Little Red Book of Selling, and it's written by Jeffrey Gitomer, one of the world's leading sales trainers and authors. This book is a pocket guide to sales success, featuring 12.5 principles of selling, along with numerous practical tips and techniques. The principles incorporate Gitomer's philosophy of sales: Sell yourself, give value before selling anything, and make the customer want to buy.
In this article, we will give you a brief overview of what this book is about, why you should read or listen to it, and how you can get a free audio download of it. We will also summarize each of the 12.5 principles of sales greatness and show you how they can help you boost your sales skills and success.
The 12.5 Principles of Sales Greatness
Principle 1: Kick your own ass
The first principle of sales greatness is to kick your own ass. This means that you have to take responsibility for your own success and failure. You have to stop blaming others or making excuses for your poor performance. You have to set high standards for yourself and work hard to achieve them. You have to be self-motivated, self-disciplined, and self-directed.
To kick your own ass, you need to have a positive attitude, a clear vision, a strong purpose, and a burning desire. You need to have goals that are specific, measurable, attainable, relevant, and timely. You need to have a plan that outlines your actions, strategies, and tactics. You need to have a system that tracks your progress, results, and feedback. You need to have a coach or a mentor who can guide you, support you, and challenge you. And you need to have a reward system that celebrates your achievements and motivates you to do more.
Principle 2: Prepare to win, or lose to someone who is
The second principle of sales greatness is to prepare to win, or lose to someone who is. This means that you have to be ready for every sales situation and opportunity. You have to do your homework and research your prospects, customers, competitors, and market. You have to know your product or service inside and out, and how it benefits your customers. You have to anticipate objections and questions, and have answers and solutions ready. You have to practice your presentation and delivery, and refine your skills and techniques.
To prepare to win, you need to have a sales toolkit that contains all the tools and resources you need to succeed. This includes your business cards, brochures, testimonials, referrals, samples, demos, proposals, contracts, etc. You also need to have a sales calendar that schedules your appointments, follow-ups, calls, emails, etc. You also need to have a sales library that contains books, articles, podcasts, videos, etc. that can educate you and inspire you. And you also need to have a sales network that connects you with people who can help you and refer you.
Principle 3: Personal branding is sales: It's not who you know, it's who knows you
The third principle of sales greatness is personal branding is sales: It's not who you know, it's who knows you. This means that you have to create a positive and memorable impression in the minds of your prospects and customers. You have to stand out from the crowd and differentiate yourself from the competition. You have to establish yourself as an expert and a trusted advisor in your field. You have to build relationships and loyalty with your customers.
To create a personal brand, you need to have a unique selling proposition (USP) that defines who you are, what you do, how you do it, and why you do it better than anyone else. You need to have a value proposition that communicates the benefits and outcomes that your customers can expect from working with you. You need to have a brand identity that consists of your name, logo, slogan, colors, fonts, images, etc. that represent your personality and style. And you need to have a brand strategy that involves creating and delivering valuable content, engaging with your audience on social media, asking for referrals and testimonials, etc.
Principle 4: It's all about value, it's all about relationship, it's not all about price
The fourth principle of sales greatness is it's all about value, it's all about relationship, it's not all about price. This means that you have to focus on providing value and building relationship with your customers rather than competing on price. You have to show your customers how your product or service can solve their problems, meet their needs, or fulfill their desires. You have to make them feel good about buying from you and working with you. You have to make them loyal fans and advocates of your brand.
To provide value and build relationship with your customers, you need to listen more than talk. You need to ask open-ended questions that uncover their pain points, goals, motivations, preferences, etc. You need to use stories and examples that illustrate how your product or service can help them achieve their desired results. You need to use testimonials and case studies that prove how your product or service has helped others like them. You need to use guarantees and warranties that reduce their risk and increase their confidence. And you need to use follow-ups and thank-you notes that show your appreciation and care.
Principle 5: It's not work, it's network
Principle 6: If you can't get in front of the real decision maker, you suck
The sixth principle of sales greatness is if you can't get in front of the real decision maker, you suck. This means that you have to identify and reach the person who has the authority, budget, and need to buy your product or service. You have to avoid wasting time and energy on gatekeepers, influencers, or tire kickers who can't or won't make the decision. You have to get past the barriers and objections that prevent you from getting in front of the real decision maker.
To get in front of the real decision maker, you need to do your research and find out who they are, what they do, how they think, and what they want. You need to use referrals and introductions from people who know them and can vouch for you. You need to use social proof and credibility indicators that show your expertise and reputation. You need to use value propositions and hooks that capture their attention and curiosity. And you need to use persistence and follow-up that show your professionalism and commitment.
Principle 7: Engage me and you can make me convince myself
The seventh principle of sales greatness is engage me and you can make me convince myself. This means that you have to involve your customers in the sales process and make them feel like they are buying rather than being sold. You have to stimulate their emotions and logic, and make them see the benefits and outcomes of your product or service. You have to help them overcome their fears and doubts, and make them feel confident and comfortable. You have to make them say yes to themselves before they say yes to you.
To engage your customers and make them convince themselves, you need to use interactive tools and techniques that make your presentation more interesting and memorable. You need to use questions and quizzes that test their knowledge and challenge their assumptions. You need to use demonstrations and trials that let them experience your product or service firsthand. You need to use stories and testimonials that let them hear from other satisfied customers. And you need to use objections and closes that let them express their concerns and agree with your solutions.
Principle 8: If you can make them laugh, you can make them buy!
The eighth principle of sales greatness is if you can make them laugh, you can make them buy! This means that you have to use humor as a powerful tool to connect with your customers and persuade them. You have to make them laugh at themselves, at you, at the situation, or at the competition. You have to make them feel relaxed, happy, and positive. You have to make them like you, trust you, and remember you.
To make your customers laugh, you need to have a sense of humor that is appropriate, relevant, and tasteful. You need to have jokes, anecdotes, cartoons, memes, etc. that are funny, original, and related to your product or service. You need to have timing, delivery, and body language that are natural, confident, and expressive. And you need to have rapport, feedback, and adaptation that are respectful, responsive, and flexible.
Principle 9: Use creativity to differentiate and dominate
The ninth principle of sales greatness is use creativity to differentiate and dominate. This means that you have to use your imagination and innovation to stand out from the crowd and win the market. You have to offer something unique, valuable, and remarkable that your customers can't find anywhere else. You have to create a wow factor that surprises and delights your customers. You have to create a competitive edge that makes your customers choose you over anyone else.
To use creativity to differentiate and dominate, you need to have a creative mindset that is curious, open-minded, and willing to take risks. You need to have a creative process that involves brainstorming, researching, experimenting, testing, etc. You need to have a creative output that involves products, services, features, benefits, offers, etc. And you need to have a creative promotion that involves marketing, advertising, branding, etc.
Principle 10: Reduce their risk and you'll convert selling to buying
time, quality, satisfaction, etc. You have to reassure them that they are making the right decision and that they will get the best value and results. You have to make it easy and safe for them to buy from you.
To reduce their risk and convert selling to buying, you need to use risk-reducing strategies and tactics that increase their trust and confidence. You need to use guarantees and warranties that promise to refund, replace, or repair your product or service if they are not satisfied. You need to use testimonials and case studies that prove how your product or service has worked for others like them. You need to use endorsements and certifications that show that your product or service meets the standards and expectations of reputable organizations or authorities. And you need to use trials and samples that let them try your product or service before they buy it.
Principle 11: When you say it about yourself it's bragging. When someone else says it about you it's proof.
The eleventh principle of sales greatness is when you say it about yourself it's bragging. When someone else says it about you it's proof. This means that you have to leverage the power of social proof and word-of-mouth to persuade your customers. You have to let others do the talking for you and show your customers that you are credible, reliable, and reputable. You have to get referrals and recommendations from your existing customers, prospects, or network. You have to get testimonials and reviews from your satisfied customers, experts, or influencers.
To get social proof and word-of-mouth, you need to ask for it. You need to ask your customers for referrals and recommendations by offering incentives, rewards, or recognition. You need to ask your customers for testimonials and reviews by providing templates, guidelines, or platforms. You need to ask your prospects or network for introductions or connections by offering value, help, or gratitude. And you need to ask your experts or influencers for endorsements or mentions by offering benefits, exposure, or collaboration.
Principle 12: Antennas up!
The twelfth principle of sales greatness is antennas up! This means that you have to be alert and aware of the opportunities and threats that surround you in the sales environment. You have to pay attention to the signals and cues that your customers, competitors, and market send you. You have to be ready to act on the information and insights that you gather from your observations and analysis. You have to be proactive and responsive to the changes and challenges that you face in the sales situation.
To keep your antennas up, you need to be curious and inquisitive. You need to ask questions and listen actively to your customers, competitors, and market. You need to read books, articles, blogs, newsletters, etc. that keep you updated on the latest trends, news, and developments in your industry. You need to attend events, seminars, webinars, etc. that expose you to new ideas, skills, and techniques in your field. And you need to join groups, forums, communities, etc. that connect you with other salespeople who can share their experiences, insights, and tips with you.
Principle 12.5: Resign your position as general manager of the universe
The last principle of sales greatness is resign your position as general manager of the universe. This means that you have to stop trying to control everything and everyone in the sales process. You have to accept that there are things that are beyond your power and influence. You have to focus on what you can control and improve rather than what you can't control and complain about. You have to let go of the stress and frustration that come from trying to manage the universe.
To resign your position as general manager of the universe, you need to have a realistic and positive attitude. You need to recognize your strengths and weaknesses, opportunities and threats, successes and failures. You need to celebrate your achievements and learn from your mistakes. You need to set boundaries and expectations for yourself and others. And you need to balance your work and life by taking care of your physical, mental, emotional, and spiritual health.
give value before selling anything, and make the customer want to buy. It also gives you numerous practical tips and techniques that you can apply immediately to your sales situations and opportunities. It also inspires you to take action and achieve your goals.
If you want to learn more from this book, you can get a free audio download of it from this link: [link to free audio download]. You can listen to it anytime, anywhere, and learn from the author himself. You can also get a copy of the book from this link: [link to book purchase]. You can read it at your own pace and refer to it whenever you need a sales boost.
Remember, selling is not easy, but it can be fun and rewarding if you follow the principles of sales greatness. So, what are you waiting for? Get your free audio download of The Little Red Book of Selling today and start selling like a pro!
Here are some frequently asked questions about The Little Red Book of Selling and their answers:
Who is Jeffrey Gitomer and why should I listen to him?
Jeffrey Gitomer is the author of The Little Red Book of Selling and several other best-selling books on sales, customer loyalty, and personal development. He is also a renowned sales trainer, speaker, and consultant who has helped millions of salespeople around the world improve their skills and results. He is known for his practical, humorous, and motivational style of teaching and writing. He is also the founder of Sales Caffeine, a weekly e-zine that provides sales tips and insights to over 500,000 subscribers.
What are the benefits of listening to the audio version of The Little Red Book of Selling?
The audio version of The Little Red Book of Selling has several benefits over the print version. First, you can listen to it anytime, anywhere, whether you are driving, walking, working out, or relaxing. Second, you can hear the author's voice and tone, which adds more personality and emotion to his message. Third, you can learn faster and better by listening rather than reading, as studies have shown that audio learning improves comprehension and retention. Fourth, you can save time and money by getting it for free from this link: [link to free audio download].
How can I apply the principles of sales greatness to my own sales situation?
The principles of sales greatness are universal and applicable to any sales situation or opportunity. You can apply them by following these steps:
Pick one principle that you want to focus on and improve.
Read or listen to the chapter that explains that principle in detail.
Identify one action or technique that you can implement based on that principle.
Practice that action or technique in your next sales situation or opportunity.
Evaluate your results and feedback.
Repeat the process until you master that principle.
Move on to the next principle and repeat the process.
What are some other resources that can help me learn more about sales?
If you want to learn more about sales, here are some other resources that can help you:
The Sales Bible by Jeffrey Gitomer: This is another best-selling book by Gitomer that covers everything you need to know about sales, from prospecting to closing. It contains hundreds of proven strategies, techniques, and tips that can help you increase your sales performance and results.
The Sales Podcast by Wes Schaeffer: This is a popular podcast that features interviews with successful salespeople, entrepreneurs, authors, and experts who share their insights and advice on how to sell more effectively and efficiently.
closing, and more. It also features case studies, best practices, and tools that can help you optimize your sales process and results.
The Ultimate Sales Machine by Chet Holmes: This is another best-selling book that teaches you how to transform your business into a sales machine that generates consistent and predictable revenue and growth. It shows you how to focus on the 12 key areas that can make the biggest difference in your sales performance and results.
How can I get in touch with Jeffrey Gitomer or hire him for my sales training or consulting needs?
If you want to get in touch with Jeffrey Gitomer or hire him for your sales training or consulting needs, you can visit his website at www.gitomer.com. There you can find his contact information, his products and services, his events and seminars, his testimonials and reviews, and more. You can also follow him on social media platforms such as Facebook, Twitter, LinkedIn, Instagram, and YouTube.