Everyone has a different view of sales and selling, but there is one thing we can all agree on; We want to sell more.
Just like any position or profession, we should all strive to increase our skill level on a daily basis. Sales however can be a tough profession to “study-up” on because it is such a vague profession. We may all be essentially doing the same thing, but each of us and each of our products are probably very different.
The thing that is universal about sales is that when you break it down to its fundamentals, it is the same for every person and every product.
To truly be a great salesperson, you have to have a solid foundation of principles and fundamentals to build on. These include hard work, discipline, caring, understanding your client, knowledge of your product, and above all the ability to grow and adapt.
There is no road-map. We all have different backgrounds and experiences that influence how we tackle our day-to-day operations. However, there are things we can do that will help us grow no matter what our beliefs or backgrounds may be. The number one thing is to study the teachings of successful people so we can take pieces of their knowledge and apply to our own endeavors.
Below is a list of books that I have personally found a great deal of knowledge from and that have helped me grow and succeed in my own business endeavors.
10. Guerrilla Marketing by Jay Conrad Levinson
I like this book because although the book itself is partly marketed on selling “secrets to success”, it actually focuses on the basic principles of human interaction and sales.
9. Never Eat Alone by Keith Ferrazzi
Networking is key to business. Period. This book is best used to help you build referral customers and moreover solid lifelong contacts that you can utilize at any time.
8. Getting Things Done by David Allen
It’s just that simple, go out and get things done. David Allen is all about productivity and in this book he teaches us how to stop wasting time on fruitless activities and actually get things done.
7. The Little Red Book Of Selling by Jeffrey Gitomer
This is a sales classic. Gitomer is the author of the Sales Bible and in this shorter and better book lays out the principles of WHY PEOPLE BUY. It isn’t flattery, it’s service and this is another prime example of that principle.
6. Go-Givers Sell More by Bob Burg
Give your time, give your money and give your knowledge to those around you and you will be greatly rewarded.
5. The Tipping Point by Malcolm Gladwell
I am all about human behavioral studies and it appears as though Mr. Gladwell is too. This book has been on every best selling list in the country because of it’s “Great Innovation”. I find this funny, because when you break the book down to it’s roots, it’s about very basic principles that everyone should already be practicing. Still a good read.
4. Crush-It! by Gary Vaynerchuk
Gary V is a maniac. He is a continuously running ball of energy that kills is every day. The teachings from this book are #1 hard work and #2 utilizing your available resources to “crush-it” no matter what you are doing. GaryV is the extreme example of running like a mad man. Don’t believe me? Follow his twitter feed for a week. It’s like Where’s Waldo if Waldo was on crack and running for President.
3. Selling 101 by Zig Ziglar
It’s smart it’s basic and it’s Zig Ziglar. Enough said.
2. The Richest Man in Babylon by George S. Clason
This is not a book that most people would lump into the SALES category. However, after reading this book I think there are principles in it that should be utilized to scales your operations. Clason writes in story form and uses his stories to help the reader understand what he is trying to say.
Make your money work for you and utilize your time and resources. This can be used to up your production by a 10-fold.
1. The Holy Bible by Multiple Authors
The Bible, seriously? I know I know, it’s cliche. However, in between all of the genealogy, war stories, God’s vengeance and other wonderful Biblical stories are the basic principle for succeeding in sales. They are: