BR 133: To Sell is Human by Daniel H Pink

Category: 2 – BUY it! (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: I’ve been a fan of Dan Pink’s approach of presenting well researched trends with a nice framework and “so what’s”   – ‘A Whole New Mind’ and ‘Drive’ did it well. “To Sell is Human” doesn’t disappoint.

Top 3 Learnings: Selling has moved from the old ABC (Always Be Closing) to the new ABC of Attunement, Buoyancy, and Clarity.

1. Attunement: This section is all about empathy, connection, and most importantly, asking great questions. The main trend here is that we have moved from information asymmetry between buyers and sellers to information symmetry. Buyers now have all the information that sellers have and don’t need sales people in the traditional sense. They need folks who will help them solve their problems.

2. Buoyancy: Recent research points to the important of having a healthy ratio of positive:negative thoughts but not approaching everything by just pumping yourself up. In fact, research shows that interrogative self talk (i.e. asking yourself – can I do it?) works much better.

It also involves learning optimism (Martin Seligman style) and making sure we aren’t knocked out by rejection.

3. Clarity: Clarity of purpose and making it personal are critical. Many many experiments show that an appeal to a deep, intrinsic purpose moves people.

BR 64: The Greatest Salesman in the World by Og Mandino

Category: 3 – SHELF it (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: An entertaining story book. Selling is the side story. Even though I read the book only a couple of months ago, apart from a few catchy phrases like ‘In today’s misfortune lies the seeds of tomorrow’s luck’.. I don’t remember much. The story, I remember vividly. This tale takes us back 2000 years and attempts at explaining the truth and a potential link between religion and the greatest salesmen that existed.

BR 48: The Little Red Book of Selling by Jeffrey Gitomer

Category: 3 – SHELF it (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: Good book. Lots of little principles that concern selling and being effective in general. Gitomer has got a very ‘put yourself out there’ style that can tend to be strong, pushy and aggressive but it does make sure the book is an entertaining read.

 

BR 45: Success Mastery Academy by Brian Tracy

Category: 3 – SHELF it (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: Decent audio. Nothing to write home about. Collection of a whole bunch of Brian Tracy motivation.

Add on Mar 16 2016: I was clearly coming to the end of my sales book phase. 🙂

BR 40: The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman

Category: 3 – SHELF it (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: Very good book if you like sales. Gives you simple steps that you can implement. Very useful for anybody who feels they are constantly trying to sell ideas (which is everybody in my point of view but then again.. :)). It had a collection of clear principles that involve building credibility with a client, building credibility in an industry with thought through examples.

BR 18: Advanced Selling Strategies – Brian Tracy

Category: 3 – SHELF it (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: Brian Tracy’s books promise you a clear narrative, lots of tips and tricks and clear structure and clarity. This book rates very high on the impact front with very clear tips that I still use today. For example – he gives a very simple tip when making a cold call – ‘Start by asking for a minute of the other person’s time’.  Other small tips such as starting the day by reading 30 mins a day have all made a difference.

What to expect: A full on sales book whose impact is best felt if it is ‘studied’ rather than read. If you have never read a sales book, it could possibly be a tad boring as the book is full of step by step processes from the beginning to the end of the sale with a focus on personal development at certain points.

Add on Mar 16, 2016: Sales was part of the job at the start-up I worked for during my undergrad years. As a result, you see many a sales book making an appearance. 🙂

BR 15: Secrets of Great Rainmakers

Category: 3 – SHELF it (All Categories are 1 – Read ASAP!, 2 – BUY it!, 3 – SHELF it, 4 – SOMEDAY it)

Comments: Good book if you are interested in sales. Didn’t rate so high on impact as I’m struggling to remember anything significant I learnt from the book.

What to expect: Lots of simple tit-bits and bound to be a quick read.