[.ca] The Patterson Principles of Selling (ISBN 0471662623)

great resource:
Gitomer does it again. If you found this book to be a review, you really need to get his "Sales Bible". Clearly the Patterson book is research into John Patterson, founder of sales principles still used today. If you are buying one book from Gitomer, make it the "Sales Bible." The "Sales Bible" is a must for any sales person. I refer to it almost weekly, and I've since become self sufficient from a home office. It turns out my best sales manager is "The sales bible" and myself. This is the absolute best self motivator. As far as the free e-books, Gitomer is a master marketer. When he has a one day sale, it's not B.S. It really is a one day sale. He's a honest sales rep that means what he promises. Novel concept! Looking for free tips? Go to his web site and sign up for his sales caffine emails. I used his free advice for a year before I even bought a book. Gitomer understands customer loyalty and building relationships and value. If you don't agree, you just don't know Gitomer.

Very uneven:
This book is very good except for a few points. One every time Patterson is quoted we get a Gitomer quote which often is totally off-base. This is a minor quibble. The major problem with the book is that it assumes you have a customer base from which to start. While it helps you develops a pitch for the PP it assumes in many cases that you already have customers to return to; Gitomer does not handle developing new leads at all. I consider that a sales flaw; you may not.

The Patterson Principles of Selling:
The Patterson Principles of Selling by Jeffrey Gitomer (Author), is an amazingly well written and easy to use book that helps the seller sell even more items. The examples are easy to follow and the book is a joy to study and to learn from. Recommended.

Not enough meat:
Jeffrey Gitomer makes some good points but nothing I haven't seen before in his weekly columns or "Sales Caffeine". I was surprised at how short/small the book was and even more surprised when I saw the extensive use of large fonts, short chapters and wide margins. This is more like an 75 page book - not 130. The main thing that I got out of it was a desire to learn more about John Patterson -- he was an intriguing guy.

I was tricked into buying this book:
I was tricked into buying this book by another author who offered an "amazing free access to a $250.00 e-book" if I sent proof of purchase to their web site which I did. The free e-book never happened and they wont answer my e-mails. This book is the type I recall reading when I started selling 45 years ago and is sooo far out of date.