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The Little Red Book of Selling: 12.5 Principles of Sales Greatness [Hardcover]

Jeffrey H. Gitomer
4.3 out of 5 stars  See all reviews (12 customer reviews)
RRP: 12.99
Price: 9.09 & FREE Delivery in the UK on orders over 10. Details
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Book Description

1 Oct 2004
Until now, there has been no definitive "little red book" for the millions of sales-people across the globe. In the tradition of Harvey Penick's Little Red Book, New York Times bestseller and the best selling sports book of all time. The Little Red Book of Selling by sales master Jeffrey Gitomer fills that void with an edgy, practical, and fun resource that salespeople will love-and sales managers will buy by the case. Salespeople hate to read. That's why The Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment-and for the rest of their lives. In The Little Red Book of Selling salespeople will learn why sales happen and a philosophy of success-long term, relationship driven, and referral oriented-nothing to do with manipulation or other seedy tactics. It has everything to do with understanding buying motives and taking ethical actions.

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Product details

  • Hardcover: 220 pages
  • Publisher: Bard Press (1 Oct 2004)
  • Language: English
  • ISBN-10: 1885167601
  • ISBN-13: 978-1885167606
  • Product Dimensions: 19.4 x 13.4 x 2 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Bestsellers Rank: 17,336 in Books (See Top 100 in Books)

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Inside This Book (Learn More)
First Sentence
"Why do people buy?" is a thousand times more important than "How do I sell?" Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Customer Reviews

4.3 out of 5 stars
4.3 out of 5 stars
Most Helpful Customer Reviews
4 of 4 people found the following review helpful
4.0 out of 5 stars A small book packed with sales ideas 27 July 2007
By Rolf Dobelli TOP 500 REVIEWER
In 1966, Mao Tse-Tung published The Little Red Book of his quotations. Sales whiz Jeffrey Gitomer now offers its namesake: the Little Red Book of Selling. Like Mao's book of political orientation, Gitomer recommends that you read his book of sales instruction over and over. And yet, most of its urgings may not need so many repetitions, since they are familiar and not hard to understand: "Work hard!" "Be prepared!" "Kick yourself in the duff" (only, he doesn't say "duff"). Gitomer fans can be assured that this accessible bestseller reinforces his basic productive teachings about assertive selling attitudes and strategic preparedness, though it sometimes feeds a little too much into his star "guru" image. For instance, maybe it wasn't necessary to attribute pop-up quotes to him in his own book. We find that Gitomer couches real scattered gems of sales wisdom in just enough jazzy layouts, snappy aphorisms, savvy and silly suggestions, big-type quotations, startling vulgarisms, humorous asides, quaint cartoons, red headlines, gold bullet points and free-wheeling commands to keep even the most distractible sales student alert.
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3 of 3 people found the following review helpful
How many sales books have you read in the last year? How many sales books have you read during your career? If you're like most salespeople the answer is more than likely, "Not enough!"

In the Little Red Book of Selling Gitomer seeks to educate and inspire salespeople in a way that gets them thinking for themselves without switching off. This, in my opinion, he achieves, thus making this the best and most powerful of his books to date.

If you are looking for a theoretical tome or a straight "this is how to do it" approach then the Little Red Book may not be for you. This is not "war and peace" nor does it contain anything other shattering! If on the other hand you are looking for a down-and-dirty, in the trenches book that can make a difference to your sales with easy to implement tips and strategies then this is it.

The book is in bitesize chunks and can be dipped into or read from cover to cover. In it Gitomer covers the whole sales process and a lot of sales attitude from how to kick your own ass to using creativity in the sales process. The beauty of this format is that you can take what you want and leave the rest.

The book is beautifully put together, is small so it can go in a briefcase and has a lovely tactile, red cover which makes it nice to hold and to read. Despite it's simplicity, he explains techniques such as the Power Questions clearly and effectively in a manner which can be adapted to your particular sale. He even gives a few examples.

As a sales author and speaker, I picked this book up in New York because of it's looks not expecting much from the content. Although the content is basic to mid-level it is well written and accessible and I have recommended this book to many of my clients.
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5.0 out of 5 stars Buy it, read it, re-read it, succeed. 26 May 2014
Format:Hardcover|Verified Purchase
Pretty all encompassing.

In the style if Gitomer, I spent a little, and it paid back BIG.

My skill set has increased, and it's full of great ideas. Not JUST about business either, some of these ideas you can take and apply to everyday life.

In my words, it's a good book. If you use it properly I have little doubt it'll pay for itself. If your in business, just buy it and read it, with an open mind of course.
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4.0 out of 5 stars Great! 2 May 2014
Format:Hardcover|Verified Purchase
Very useful book to have on the shelf. Deal with the americanisms and you'll be fine - makes a lot of sense.
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4.0 out of 5 stars Review of The Little Red Book of Selling 28 Feb 2014
By Nate
The Little Red Book of Selling by Jeffrey Gitomer is a pocket guide that every salesperson should consult in order to be successful and stay successful. Gitomer writes to explain to people why they are not as successful as they could be in sales. His goal is to show you “how to make sales FOREVER” (Gitomer, 16). He mentions that anyone can be successful in sales if they are willing to work for it. His purpose for writing is to try and help people improve their sales careers by providing several lists of points that people can use to further their careers in sales. He focuses on general tips that any salesperson could use. Whether they are selling cars or vacuum cleaners, any salesperson can implement these strategies to become more successful.

Gitomer stresses giving the products you are trying to sell value to the consumer, not yourself. He suggests that the best way to make a sale is to consider what the customer wants and make them feel that they are making a safe, worthwhile investment. These are only a few examples of the many different tips that Gitomer talks about. In addition to the consumer, Gitomer also talks about the many different aspects of sales. Most people would not write a book such as this because they would want to keep the secrets to themselves, but Gitomer not only exposes the secrets that made him successful but he also makes them seem easy and attainable to any person, as long as they are willing to put in the effort.

Gitomer makes it a point to use different colors, fonts, and font sizes to grab the reader’s attention to the most important parts of the book. He also uses cartoons to help get his ideas across to the reader. The only flaw that I found with the book is the tone. Throughout the book, Gitomer seems to talk down to his audience.
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Most Recent Customer Reviews
1.0 out of 5 stars Lots of action
Lots of action and powerful words.
I find the book empty and disappointing
I can not recommend it to you.
Published 6 months ago by Mike L
5.0 out of 5 stars Not just a great read a vital tool for your success.
I love Jeffrey's books and his writing style, straight to the point and common sense. This is a book that anyone in business should study and implement. Read more
Published 12 months ago by CoachBrianW
5.0 out of 5 stars Proven
I've never felt thankful to an author for sharing their expereiences and beliefs before! I've felt engaged by reading many things, and I've felt pushed to be more structured by... Read more
Published on 3 Feb 2012 by Lee Harper - PH Group
4.0 out of 5 stars Good delivery
The book was delivered in good timing and good conditions. nothing negative to say about it.
I hope to deal with you in a near future
Published on 9 Oct 2011 by Ricardo Cardoso
5.0 out of 5 stars unorthodox, sharp but does work
It is a very-very unorthodox set of CDs. If you tiered of standard and boring style of the majority of the books on the subject then I recommend this set of CDs. Read more
Published on 4 Oct 2011 by Viktar Zaitsau
5.0 out of 5 stars A must-have for everyone in Sales!!!!!
The title says it all!
I bought it a couple of years ago and it really helped me change my focus and attitude!

Nowadays I buy it for friends as a gift!
Published on 5 Dec 2010 by Atreas
5.0 out of 5 stars Laugh and learn with the little red book
This is a book packed with humorous insights into the world of selling. It makes you laugh while you learn and there aren`t many sales books that do that! Read more
Published on 18 Mar 2010 by Bryan McCormack
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