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[Kozmo Kane Contribution Level: 2]

So, what's your favorite selling book?
Or a book related to sales/marketing.

What is the book that you think everybody should read it?
And why? Why should i read it? What would i get from it?
In what ways would help me?



My favorite sales book is: Frank Bettger - How I Raised Myself From Failure To
Success In Selling.

Frank's book is a self-help classic. It is full with practical , quality information that you can put it into practice right away.

It wold help you understand why you didn't close as many sales as you wanted.
It will give you the missing puzzle piece. You will find out the answer to your "why" question.

You may not like it. I didn't. It was my fault. You'll see why.

[Warren Veach Company: State Continuing Education Contribution Level: 4]

Great question!

I have many favorites from Zig, Og, and Napoleon, but I think one that I really enjoyed was Joe Girard's "How To Close Every Sale".

Joe has an incredibly, down to earth way of presenting his concepts that make you understand why he is an award winning salesman.

Although there are many lessons to be learned form his writings about the sales process, closing, follow-up and follow-through, he compiled a list of 13 Rules to Success that withstand the test of time and trial.

They are:

1. HAVE A POSITIVE ATTITUDE-Hang around with positive people, stay away from cry babies and complainers, because they will pull you down to their level. If something isn't going right in your life, keep it to yourself, no one wants to hear your problems, make people believe you are having a wonderful time.

2. ORGANIZE YOUR LIFE-Keep an appointment book so that you don't have to use the words that sicken me: "I FORGOT." At the end of each day, meditate upon what you did or did not do, so you can become stronger for tomorrow. Plan your work for the next day. If you know where you are going you will get there. If you don't, you are LOST!

3. WORK WHEN YOU WORK-Don't take long lunch hours, and only eat with people who can help your cause, not with other salespeople. Do not sneak out of work early, if you do you are a LOSER.

4. OBSERVE GIRARD'S NO-NOs-No smoking or chewing tobacco, no gum, no colognes, no profanity, no dirty jokes, no alcohol breath, and men do not wear earrings when you are working. Turn off cell phones - they're irritating. The biggest killer of them all is NOT BEING ON TIME.

5. DRESS THE PART-What kind of people are you dealing with? If you are selling to blue collar workers, don't wear $500 suits and expensive shoes, jewelry or watches (it's a big distraction). Wear it on your own time, not when you're working - clothes can turn people off.

6. LISTEN!-People can tell if you're not listening. The longer you listen, the more obligated people will feel towards you. The more you listen, the more likely a customer is going to do business with you. Listening shows that you care. "The mouth should only be used for eating - keep your mouth shut!" Silence is Golden.

7. SMILE!-A smile increases your face value. If people would smile more, your customers would feel better and want to do business with you, plus it's great for your health!

8. RETURN ALL PHONE CALLS & EMAILS-Not returning calls or emails are a way to lose customers and friends. Return your calls and emails as soon as possible. If you don't, that's a good way to burn a bridge!

9. TELL THE TRUTH-If you get caught in a lie even once, you will always be a liar. Even if you tell the truth for the rest of your life, you won't be trusted or believed, consider yourself DEAD.

10. DON'T OVERCHARGE-If you do, and the customer compares your deal with somebody else, you have lost him. Take a little and leave a little; Joe only worked on a small profit, but he was heavy on volume, averaging six retail automobile sales a day. Word of mouth got around that YOU CAN'T BEAT JOE GIRARD'S PRICE.

11. STAND IN FRONT OF YOUR PRODUCT OR SERVICES, NOT BEHIND-The most important thing to do for your customer is SERVICE them, and they will do business with you over and over again. This is what made JOE #1 IN THE WORLD.

12. LOCK UP EVERY SALE-After you have closed the sale, ask your customers why they bought from you - if they tell you why, they are reinforcing their trust in you. Therefore no more buyers' remorse, MEANING NO MORE CANCELLATIONS.

13. REWARD YOURSELF-Treat yourself well for all the smart work you have done; YOU DESERVE IT!

I wrote these down long ago and have kept them in my files for self-improvement and to share with others.

[Scott Love Company: Melaleuca, Inc. The Wellness Company Contribution Level: 2]

Conceptual Selling (Miller-Heiman uses it in training)

Great question!

The first book I read that talked about Win-Win selling. It is a powerful model that gets to your customer's concept.

[Bob Firestone Contribution Level: 2]

The Ultimate Sales Machine by Chet Holmes.

He focuses on building the structure and infrastructure to build huge sales and expand and train new sales people rapidly.

[Sam Stone Contribution Level: 2]

Ok, I am a bit of a self help and sales book junkie, but the two sales books that really stand out for me are:

1 - Zero Resistance Selling by Dr Maxwell Maltz who is famous for writing Psycho Cybernetics. ZRS is an amazing book on sales, I recommend it to all my team, even if they only want to build their business totally online.

2- The classic How To Master The Art Of Selling by Tom Hopkins, this is a great book, lays out all the basics fundamental basics and covers just about every aspect of the sales process.

[Steven Downward Contribution Level: 2]

I have 2 that have really assisted me.

1) Tom Hopkins "How To Master The Art Of Selling" Great book to really understand the principles and the basic techniques.

2) Maria Veloso's "Web Copy That Sells" This is a great book for doing any sort of selling online. Having a good copy writing skills is so very important to internet marketing.

Steve

[Marius Lombaard Company: Amway Contribution Level: 3]

i loved "endless referrals" by bob burg.

it really gets into how to connect with people by asking questions, and then working your way into their networks and selling from referrals they give you.

the book also comes highly recommended by Tim Sales himself.

hope this helps.

[Tami Ross Contribution Level: 2]

I LOVE Setting the Table by Danny Meyer. Meyer's customer service philosophy highlights all he does. Setting the Table is a biography on how driven, positive, focused and passionate people create their success.

Another favorite is Book Yourself Solid by Michael Port. It lays out a plan to create a red velvet rope policy for your clients. Essentially creating the type of customer you'd like to work with and deciding who gets past the velvet rope.

[Kevin DaSilva Contribution Level: 3]

Hey Guys,

Great Post!

I am gonna have to say...

"Think & Grow Rich"

I read it every year and pick up new things everytime...

~Kevin

[Paul Murphy Company: Vitamark International Contribution Level: 7]

As a Man Thinketh by James Allen. They should sell that little book for $10,000. It's worth every penny!