effrey Gitomer (Charlotte, NC) is a leading authority on sales and customer service whose clients include BMW, Caterpillar, Coca-Cola, and Hilton Hotels, among others. He is also the author of the popular syndicated weekly column, “Sales Moves”, read by more than 3.5 million people across the United States and Europe.
Best Books Written By Jeffrey Gitomer: THE LIST
1. Little Red Book of Selling | By Jeffrey Gitomer
Strategies and answers from a lifetime of selling, from the bestselling author of The Sales Bible. Jeffrey Gitomer is the author of The New York Times best seller The Sales Bible and The Little Red Book of Selling. 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, and his latest best-selling books The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. Jeffrey’s books have sold millions of copies worldwide.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling and customer loyalty. He has presented an average of 120 seminars a year for the past ten years.
Quotes from Jeffrey Gitomer’s Little Red Book of Selling;
“Find something that you love, find something that you can believe in, find an environment that’s fun, and people you can respect, and jump in with both feet.”
“The workday starts the night before.”
“People don’t buy for your reasons – they buy for their reasons – so find their reasons (their ‘why’) first and sell them on that.”
“Which do you think a prospect wants, answers to their problems or your sales pitch?”
“Prospects must first believe in (and like) the messenger, or the message has no credibility.”
2. Jeffrey Gitomer's Sales Manifesto | By Jeffrey Gitomer
Imperative Actions You Need to Take and Master to Dominate Your Competition and Win for Yourself…For the Next Decade
After 50 years of successfully making sales all over the world.
After delivering more than 2,500 customized speeches to the world’s biggest companies.
After establishing an unrivaled social platform with millions of views and followers.
After leading the marketplace with Sell or Die podcast.
After delivering more than 350 sold-out public seminars to audiences all over the globe.
After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling…
Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.
The book, and it’s resource links, will take you, the reader to explanations that will disrupt old world sales tactics that no longer resonate with buyers, and sets easy to understand and implement elements of what it will take to win more profitable sales.
Here’s a brief explanation of what’s in store as you read, watch, learn, and implement:
The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:
1. Value Attraction (creating social messages that make the reader want more)
2. THEM Preparation (planning strategy, getting ready, and executing)
3. Value Engagement (attraction PLUS value)
4. Connection and Completion (perceived value beyond price in both ‘how to connect’ and ‘connect to make a sale’)
5. Building profitable long-term relationships (loyal, value driven customers)
5.5 Building a permanent referable first-class reputation (both online and community based)
This book is not just the answer – it’s a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
MANIFESTO is not just MORE.
MANIFESTO is… Think. Read. Experience.
Observe. Collect – ideas and friends. Expose your thoughts. Attract.
Prepare and Be Prepared. Internet. Intend. Engage. Relate.
Differentiate. Prove value. Serve with pride.
Reward – yourself and others. Love it or leave it.
Do the right thing all the time.
3. Jeffrey Gitomer's Little Black Book of Connections
People in all kinds of jobs, in big and small companies, career builders, sales people, and aspiring executives will love this edgy, practical, and fun book In the spirit, style, and format of the bestselling Little Red Book of Selling. The country’s #1 sales trainer, Jeffrey Gitomer, offers a fresh take on networking and connecting your way to success.
The Little Black Book of Connections is based on the power of giving value first. It’s about how you can climb the ladder without stepping on people’s backs. It’s about how to earn the respect of a powerful mentor without begging. It’s about how to build stronger relationships with customers, bosses, co-workers, vendors, friends, and family. It’s about being in the same room with powerful people. It’s about how to connect and how to not connect. It’s about how to say the right things to the right people in the right circumstances to make the right impression.
The book is small. The cover is classic black cloth. The four-color text graphics make it attractive and easy to read and the compelling content is easy to understand and implement.
Quotes from Jeffrey Gitomer’s Little Black Book of Connections;
“There is power in who you know. Not just connection power. Growth power. Success power. Even fulfillment power.”
“The more you get involved and the more you give to others, the more connections you will make, the more friendships you will garner, and ultimately, the more money you will earn.”
4. Jeffrey Gitomer's Little Platinum Book of Cha-Ching! | By Jeffrey Gitomer
Following in the bestselling footsteps of The Little Red Book of Sales Answers, The Little Gold Book of YES! Attitude and The Little Green Book of Getting Your Way, Jeffrey Gitomer’s Little Platinum Book of Cha-Ching delves into the 32.5 strategies to build business and personal success.
As a best-selling author and the world’s #1 expert of selling, Jeffrey Gitomer knows a thing or two about success. Here he has compiled some of his proven principles for success and shows readers how to apply these to their lives. While these techniques are most readily applied to sales, the skills that Jeffrey teaches go far beyond that: they are the skills needed to thrive in one’s career and life. And when the reader has mastered the principles, Jeffrey goes one step further and challenges the reader not just to do what they say, but to “live” the principles. He offers simple steps to put (and keep) them in practice in every aspect of life.
Quotes from Jeffrey Gitomer’s Little Platinum Book of Cha-Ching!;
“Cha-Ching! is the sound of a cash register ringing up a sale. It registers the amount and says ‘Thank You’ when you print the receipt. How are you ringing your register?”
“There is nothing new under the sun, but there are lots of old things we don’t know.” [ – Ambrose Pierce]
5. Jeffrey Gitomer's Little Gold Book of YES! Attitude | By Jeffrey Gitomer
Every person in the universe wants to hear YES! Every business and sales winner wants to hear one word: YES! Having and maintaining a YES! Attitude that’s powerful enough to help anyone achieve the impossible is possible. When you’ve got a YES! Attitude, you assume everything will start with “YES!” …and you’ll find a way to “YES!” even when the first, second, and third answer you hear is “NO!”
You say you weren’t born with a YES! Attitude? No problem! Jeffrey Gitomer will give you all the tools you need to build one and maintain it for a lifetime. As the world’s #1 expert in selling (and the author of the best-sellers Little Red Book of Selling and The Sales Bible), Gitomer knows more about attitude than anyone alive today. Now he’s brought those lessons together in a book you can read in one sitting… a book that’ll change your life!
What makes this book for you? It’s not just “inspiration”: it’s a complete, step-by-step, fully-integrated game plan for understanding and mastering your attitude. You’ll learn the 7.5 specific things you can do to maintain your intensity, drive, and commitment… discover 20.5 “attitude gems” that capture the value of thousands of dollars of books and courses… learn how to overcome the 10.5 most dangerous “attitude busters”… then learn how to maintain your YES! Attitude every day, for the rest of your life! Don’t just read this book once: study it, live it — and win.
Quotes from Jeffrey Gitomer’s Little Gold Book of YES! Attitude;
“Attitude is everything and attitude is the foundation for everything.”
“Study attitude, think attitude and express attitude every day.”
“Once you have a positive attitude, you bless yourself and others who come in contact with you, forever.”
“It takes twice as much energy to be negative than to be positive.”
“Positive attitude comes from your own thought process, combined with your determination to stay in the right frame of mind.”
“Positive is a state of mind, and all the things that surround positive can either reinforce it, challenge it or destroy it.”
6. Jeffrey Gitomer's Little Red Book of Sales Answers
Salespeople need answers, fast! Now, one book brings together all the proven, tested, instant answers they’ll ever want: Little Red Book of Sales Answers. This is the legendary Jeffrey Gitomer, the world’s #1 sales presenter and author of the inspirational bestseller Little Red Book of Selling.
This new book goes beyond anything Gitomer’s ever done, offering 99.5 quick, fun-to-read, real-world answers guaranteed to make sense, and make money! You’ll discover the best ways to leave voicemail…ask for appointments…start presentations…follow up…ask for the sale…respond to angry customers…earn referrals… Here are perfect answers for establishing rapport…improving humor and creativity…making cold calls…getting past gatekeepers…controlling phone conversations…overcoming price objections…recognizing buying signals…using the Internet…getting reorders…finding role models and mentors…becoming a better writer…picking the right contact software…ordering the right business lunch…creating stand-out proposals…setting goals…adding value in every possible way.
In your business, you can’t afford to settle for the second-best approach. This book provides an extension of a successful brand by moving from a generic selling book to a book that gives a personal, practical guide to fulfilling your goals.
Quotes from Jeffrey Gitomer’s Little Red Book of Sales Answers;
“No ultra-successful salesperson becomes ultra-successful without ultra-hard work.”
7. Very Little But Very Powerful Book on Closing | By Jeffrey Gitomer
A leading authority on sales and customer service reveals how to close the deal on your terms.
The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps.
• Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership
• Contains essential advice from the leading authority in sales and customer service
• Teaches you how to ask the right questions to close the sale
8. Jeffrey Gitomer's Little Green Book of Getting Your Way | By Jeffrey Gitomer
Following in the bestselling footsteps of The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude, Jeffrey Gitomer’s The Little Green Book of Getting Your Way digs deep into the 9.5 elements that make persuasion, and getting your way, happen.
By breaking down the elements, the reader will begin to understand, take action, become proficient, and then master the ability to persuade. Because persuasion occurs in so many different areas of life and business, Gitomer leads the reader from mental readiness to the principles of getting your way and the power that persuasion offers. He challenges the reader to prepare before they present, to prepare before they try to persuade. He demonstrates how to change a presentation into a performance and shows how this can be done in any environment. But because persuasion most often takes place in business, he draws special emphasis to the reader’s ability to write and sell persuasively.
The book talks about the persistence that enables winning persuasion. He brings the Benjamin Franklin quote “If at first you don’t succeed, try, try again” to the Gitomer level of “You only fail when you decide to quit,” and the book ends challenging the reader how to think about excellence and eloquence. It will be up to the reader to take advantage of the opportunity and harness the power.
Quotes from Jeffrey Gitomer’s Little Green Book of Getting Your Way;
“Getting your way is the gateway to getting what you want.”
“Why do you think they let Girl Scouts sell cookies instead of mothers? Because kids can outsell mothers 100 to one.”
“Everyone wants it their way.”
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” [ – Dale Carnegie]
9. Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless | By Jeffrey Gitomer
1. It contains a game plan that any customer-serving employee, salesperson, manager, executive, or entrepreneur can enact to ensure loyal customers.
2. Any front-line employee can read it and “get it.” Any front-line employee can read it and “do it.”
3. Customer Loyalty is the measure of your present and future success.
3.5 Your competition may already own this book.
Quotes from Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless;
“If you listen to corporate America blow their own horn, they’ll tell you…customer satisfaction is at an all-time high. The fact is, customer loyalty is at an all-time low.”
“Shouldn’t it really be called ‘customer helping’ rather than ‘customer service’?”
“Service is a feeling, and you know what it is – whether it’s good or bad.”
“The customer only wants two things – show me you care about me personally, and tell me what you’re going to do for me now (help me, please).”
“In service, it all boils down to the one word customers want to hear…yes.”
“The customer could care less about you, your company or your company policy, and even less about ‘why you can’t’ give them what they want.”
10. The Patterson Principles of Selling | By Jeffrey Gitomer
More than thirty proven sales strategies from John Patterson, the father of American salesmanship
People don’t like to be sold, but they love to buy,” Jeffrey Gitomer likes to say. And he’s been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar-“If the prospect understood the proposition, he would not have to be sold; he would come to buy.” After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson’s ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty-first-century adaptations and concepts for implementing his sales strategies. Patterson was the first to write a sales book on dealing with objections, the first to create and use a sales training tool, and the first to refer to prospects as “probable purchasers.” And it was Patterson who created the demand for a receipt, now one of the most powerful pieces of paper in the world.
Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.
Quotes from The Patterson Principles of Selling;
“These principles by themselves will not just give you a sale today. They will enhance your selling process, and give you sales forever.”
“If the prospect understood the proposition, he would not have to be sold; he would come to buy.” [ – John Patterson]
“If you want to build wealth, first build a wealth of knowledge.”
“If you walk in with information about you, they consider you a salesman. If you walk in with ideas and answers, they consider you a resource. Which one are you?”
“When I first read ”The Primer” in the Montgomery County Historical Society where the Patterson archives are preserved, it was like I was reading the Holy Grail or the Talmud.”
11. The Sales Bible | By Jeffrey Gitomer
The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERS
Global sales authority Jeffrey Gitomer’s bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work ― every day, in real-world selling situations.
With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of “The Ten Books Every Salesperson Should Own and Read” by the Dale Carnegie Sales Advantage Program.
Jeffrey Gitomer’s column, “Sales Moves,” and blog, “SalesBlog.com” are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others.
The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights:
- The 10.5 Commandments of Selling
- Generate leads and close sales in any market environment
- Find 25 proven ways to set hard-to-get appointments
- Use top-down selling to fill your sales pipeline with prospects who are ready to buy now
- Ask the right questions to make more sales in half the time
- How to use the top social media platforms to create inbound leads and prove value
The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal ― and it can help you. So what are you waiting for?
Quotes from The Sales Bible;
“Don’t manage anyone except yourself – be a leader.”
“The sale begins when the customer says no.”
“Spend money on your business cards.”
“If you think it’s OK, it is…if you think it’s not OK, it’s not.”
12. 21.5 Unbreakable Laws of Selling | By Jeffrey Gitomer
There are universal laws of selling that determine whether you succeed, or don’t succeed — whether you earn enough to enjoy the lifestyle you want or struggle to make ends meet. When you align the wind with your sails, you move effortlessly across the water. When your sails are out of alignment, you flounder and go nowhere. If you align your thinking and actions with these powerful laws of selling, you will be more effective and efficient. You will encounter less friction, require less energy, and get bigger results faster.
Here’s a sampling of Jeffrey’s 21.5 Laws of Selling:
• Deliver Value First
• Ask Before Telling
• Communicate in Terms of Them
• Become Your Own Brand
• Earn Referrals and Testimonials without Asking
• Create Loyal Customers
These 21.5 Laws are the rock foundation of selling. They may be invisible but they are undeniable — and unbreakable.
If you’re just getting started in selling, you will find the Laws invaluable. Whether or not you learn them and follow them will make or break your career. If you’ve been in sales for a while, you will find yourself saying, “I haven’t been doing that.” “I knew that! How did forget?”
When we break the Laws we pay the price. Our sales suffer. Our bank account takes a hit. It’s an effort to get out of bed and make a sales call, to do our best work — work that is aligned with the Laws. Use Jeffrey’s Laws of Selling to recharge your enthusiasm and redirect your actions back to what really works.
Quotes from 21.5 Unbreakable Laws of Selling;
“When you think YES! you will see the possibilities, not the impossibilities.”
“The close of a sale is a delicate balance between your words and deeds and the prospect’s thoughts and perceptions.”
“Attitude is everything.”
13. Knock Your Socks Off Selling | By Jeffrey Gitomer and Ron Zemke
Quotes from Knowck Your Socks Off Selling;
“Successful selling is a learnable set of skills – for those with the fortitude, aptitude and persistence to succeed. There are no other rules.”
“Even if your organization isn’t exploring formal customer partnerships, you can adopt a partnership mindset with your customers.”
“The customer buys the salesperson first. The first sale that’s made is you.”
“The golden rule of closing: After you ask a closing question, shut up!”
“’Thinking it over’ is almost always a stall, not a true objection. You can only make the sale if you find out what the true objection(s) is and creatively overcome it.”
“What is a ’power statement’? A statement that makes your product or service outstanding, understandable, credible (incredible) and buyable.”
“’Power questions’ give the prospect a new and different perspective and – sometimes – a different motivation for buying than he started with.”
“With a well-written, polished personal commercial, you can take the ambiguity out of your mind – you will be remembered.”
14. Go Live! | By Jeffrey Gitomer
Learn how to go online with a winning sales and marketing strategy in this insightful resource
Go Live! Turn Virtual Connections into Paying Customers helps readers understand and take advantage of several online tools to boost their sales and increase their revenue. Accomplished salesperson, consultant, and online personality Jeffrey Gitomer describes how tools like Facebook Live and podcasting can drive sales and help you connect with your customers. You’ll discover:
- How to use tools like YouTube, LinkedIn Live, podcasting, and Facebook Live to connect with and develop your leads
- How to properly utilize social media like Instagram and Twitter to spread your message and sell to clients
- How to promote and repurpose content to create as big an impact on your audience as possible
Written specifically for a post-pandemic sales audience, Go Live! Turn Virtual Connections into Paying Customers delivers results for anyone expected to deliver sales results in a virtual environment. It also belongs on the bookshelves of those who hope to take their successful offline sales strategies to the online world.
15. Get Sh*t Done | By Jeffrey Gitomer
Discover the lost secrets of accomplishment and achievement!
Do you want to do more, accomplish more? Of course you do, everyone does. So, what’s stopping you? Get Sh*t Done not only shows you what’s preventing you from daily achievement, it provides the tools and the strategies to help you get to where you want to be. Get Sh*t Done is much more than just the title of this book, it’s the method that unlocks the secrets of accomplishment and achievement―the GSD Secret Formula. In this book, you will learn to identify and implement the elements of superior productivity, eliminate the causes of procrastination, and achieve the best possible outcomes in business and in life.
This valuable guide gives you a comprehensive, step-by-step plan for achieving maximum productivity. Bestselling author and “King of Sales” Jeffrey Gitomer guides you through each aspect of the GSD process, from attitude, desire, and determination, to goals, productivity, resilience, and fulfillment. Engaging and easy to read, this book shows you how to discover the best ways to invest your time into productive and profitable actions―and feel great about your achievements. Using the proven, immediately-actionable GSD Formula, you’re on your way to:
- Doubling your achievements, your work habits, and your income
- Implementing simple shifts and simple actions that increase positive outcomes
- Recognizing the early warning signs of procrastination and reluctance
- Eliminating the major GSD distractions that hold you back
- Discovering how to select, set, and achieve your goals
Get Sh*t Done: The Ultimate Guide to Productivity, Procrastination, & Profitability is a must-have resource for anyone who wants to never again say “I’ll do it later” and just get it done.
16. The Little Book of Leadership | By Jeffrey Gitomer
A new and impactful book on leadership from the perspective of leaders
What makes a leader relevant? It’s not their place of employment, job title, experience, or status in life?it’s their resilience. The true measure of any leader is his or her ability to react based on past experience and gut feelings, respond in real time to current circumstances, and then to recover quickly and move on with new lessons learned. The Little Book of Leadership combines classic style with the latest innovations to challenges the reader to self-evaluate every facet of their leadership, coaching, and communication abilities in order to better formulate what actions can be taken to improve their natural skills. Ideas and answers are provided for every challenge.
- Chapters include information about the 12.5 leadership strengths: From insights to legacy and every element in between. Morale, Attitude, Resilience, Opportunity, Guts, Measurement, Coach, Celebration, Next-level, and Lost Secret of Leadership
- Foreword by Dr. Paul “Doc” Hersey, creator of Situational Leadership
- Other books by Gitomer: The Sales Bible: The Ultimate Sales Resource, Revised Edition, also by Wiley, The Little Red Book of Selling (Bard Press) The Little Gold Book of YES! Attitude (Pearson)
Whereas other books rely on theory or philosophy, The Little Book of Leadership takes leadership into the real world of business, providing proven methods for becoming a successful leader.
17. Little Teal Book of Trust | By Jeffrey Gitomer
In 1998 Jeffrey took a leadership position and wrote a book about loyalty when the rest of the world was stuck on satisfaction. More than 500,000 world-wide copies later, turns out he was ahead of the curve, and right on the money.
Ten years later he again made a statement. The next decade will be defined by TRUST, and he was correct. Becoming a trusted advisor is key to referrals and renewals.
TRUST in countries, governments, corporations, and individuals.
TRUST in products, services, claims, speeches, commercials, and ads.
TRUST in clergy, sports heroes, teachers, firemen, and police.
TRUST in healthcare, economies, newspapers, books, and the internet.
TRUST in families and friends.
This breakthrough book defines trust, relates trust to truth, tells how to gain trust, how trust is lost, shows examples of trusted relationships, and how to rebuild trust. And for salespeople this book shows how to build loyal relationships and become a trusted advisor written in Jeffrey’s straight-forward style you have come to know and yes, even trust.
Trust is the basis for all relationships. This book will help you:
Tell the truth. This is the number one element of trust AND relationships.
Do what you say you will do. This is a test for being trustworthy and reliable.
Communicate in a timely manner. This shows you are responsible, on top of it, and that you care.
Bring value beyond your product or service. What you do to help others be more successful will be a true reflection of your character.
Be on time. Being on time shows you respect the other person’s time.
Be friendly. Smiling people are the gateway to open communication.
Be sincere. This can only come from belief in what you do, loving what you do, and caring for others.
Show and say genuine thanks. Be grateful for the opportunity to be of service.
Be consistent. I believe this element of trust is the most difficult to master because it combines all the other elements.
Give trust. You become trustworthy by giving trust to others.
18. Social BOOM! | By Jeffrey Gitomer
Social BOOM!” addresses every aspect of social media, including the business periphery (blog, personal website, e-zine) that you need in order to create the real law of attraction. When you create a connection, it’s an indicator that that prospect, or that customer, or that individual wants to continue the online relationship, which may lead to real business. Graduate from social media to business social media by creating value that others will perceive as important to fulfilling their needs. As you go through each aspect of this foundation-building, platform-building book, you will learn about the business social media tactics that author Jeffrey Gitomer and other experts are using right now. None of the ideas are random. All of them are fully tested and can be implemented by you, too. None of the ideas contain solicitation (buy my product, make a lot of money). All of them get you and your brand out there in a systematic way that will bring in dollars. Best of all, the strategies are presented in a way that will allow you to put them into practice immediately.
Final Thoughts on the Best Books Written By Jeffrey Gitomer
Author David Dorsey writing in The Wall Street Journal comments: “What’s especially solid about Mr. Gitomer‘s books is their grounding in ethics. Success, for him, comes from the heart. He reminds us that top sales reps don’t peddle; they solve problems and make customers laugh while offering them something they genuinely need. If you want to be the best salesperson, first you must be the best person.”
Do you see a book that you think should be on the list? Let us know your feedback here.