As my other reviews on the Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships and Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of SUCCESS (Jeffrey Gitomer's Little Books) show, I like Jeffrey Gitomer. I think it is a combination of the fact that his writing is compact and books short with the fact that his advice is straight forward and without the embellishment of other sales books.
This book, a remake/revision/rehashing of his book The Patterson Principles of Selling, follows on well in his cannon (although I still the last book in the series, Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books), still awaits my finishing and understanding. Here is another book of less than 200 pages that is worth your time to read and your money (although if your library is of the type to have it...sorry Amazon).
John Patterson was the founder of National Cash Register. He is known widely as one of the first enlightened sales people. Many of his concepts and thoughts have become part of the sales vernacular and live on strongly today.
Gitomer takes Patterson's thinking and past and puts it up against his own. He finds (surprisingly?) that it is quite similar to his own.
The 32.5 strategies Gitomer puts together range from "think" to "if it has been working for 100 years or more, don't even think about changing it."
There is nothing new here. Nothing, excepting the graphic design and what might be the worlds first platinum colored book jacket. However, this book will make you think and, if you have never read Gitomer, or any other sales book, then you should pick this up right now. And honestly, and as Jeffrey says, "If it has been working for 100 years or more..."