participating in a few of our Shirt Lab events and is going to be the keynote speaker for next year’s Shirt Lab Dallas event. And frankly, this book is one of the reasons why he was selected. He has a humorous, no-nonsense approach to sales and sales motivation that I like. And the little red book is extremely easy to read. Not so easy to master. And just for you, here
are the 12.5 red principles of sales greatness. And you can see why I like this book so much: • One - Kick your butt. • Two - Prepare to win, or lose to someone who is.
• Three - Personal branding is sales - It's not who you know, but who knows you • Four - It's not about value, it's about relationships. It's not all about price • Five - It's not work, it's network. • Six - If you can't get in front of the real decision-maker - you suck. (That one kills me.) • Seven - Engage me and you can make me convince myself. • Eight - If you can make them laugh, you can make them buy • Nine - Use creativity to differentiate and dominate. • Ten - Reduce their risk and you'll convert selling to buying. • Eleven - When you say it about yourself it's bragging. When someone says it about you, it's proof. • Twelve - Antennas up. And lastly, 12.5, and this is probably the most important: resign your position as General Manager of the universe. So this is the kind of the reason why I liked this book is because he has kind of a no-nonsense, humorous approach to things and it just really kills me. So I think this has helped me motivate myself really kind of dig deep. It's what I want to do with sales and just generally how I want to run things. So I think that you'll like it. So pick it up. And that's it for Marshall, thank you. So, did we name a book you've already read? Did you discover something special for yourself, your team, or your customers? I hope so.
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