Archive for the 'Lifeskills' Category

The Science of Selling. Proven strategies to make your pitch, influence decisions, and close the deal. David Hoffield.

English: Graph showing historical trend of ann...

The Science of Selling.  Proven strategies to make your pitch, influence decisions, and close the deal. David Hoffield. 2016. ISBN 9781101993187. This is a lifetime of sales experience rolled into one terrific volume. The author has done all the hard work over several years to compile the scientific reasons behind successful sales strategies.  In our firm we are very strong believers in knowing the mind and process of the buyer in driving marketing and sales through the building of trust. This author is firmly in this camp and has a plethora of examples of how you can make this work to dramatically improve your selling.  Not just another sales book, this is must read for the sales manager and any sales person striving to be a high performer.

One Perfect Pitch. How to sell your idea, your product, your business and yourself. Marie Perruchet.

Silicon Valley

One Perfect Pitch. How to sell your idea, your product, your business and yourself. Marie Perruchet. 2016. ISBN  9780071837590. The author was a french journalist who ended up in Silicon Valley helping entrepreneurs at 500 Startups make better pitches. She knew that the key to success was to create stories that did the job, quickly and clearly. ( Can you see why I like to read books by journalists?) After years of this  she created her company , OnePerfectPitch and wrote this book.  It is a one stop read for how to tell the story you need to tell to an audience that is likely attention deficit.  I found it immediately useful and it continued that utility all through the book.  Good compelling read that is easy to digest and use. If you speak to more than a  few people in your life, you need this book.

Power Up Your Sales. Generate leads for high end sales through public speaking. Kathleen Gage

Italiano: Author, life coach, and motivational...

Power Up Your Sales.  Generate leads for high end sales through public speaking. Kathleen Gage. 2017. An interesting little book about how one woman developed her speaking skills ( Thanks Tony Robbins) and built a career from it.  The tactics and tips she speaks about are all valid and proven. If you are self employed or part of a small business, you can do much worse than being able to speak and share with groups.  IN our consultancies early days we were always speaking to different groups through the selling season and we still do.  Quite easy to read and get good value from this book.  Salespeople need to be able to do this at a high quality level.

Ask More. The power of questions to open doors, uncover solutions, and spark change. Frank Sesno.

Spark plug

Ask More. The power of questions to open doors, uncover solutions, and spark change. Frank Sesno. 2017. ISBN 9780814436721.  I am a fan of AMACOM books, they always deliver. This book by Frank Sesno is a good one. Unlike previous books on using questions in sales, this one covers questions for your whole life and many different situations.  Its a great starting book and also one that you can carry for your whole career. They key to change and impact is listening and the cornerstone to listening is having great questions.  Buy this, read it and refer back many times.

Sapiens. A brief history of mankind. Yuval Noah Harari

Sapiens. A brief history of mankind. Yuval Noah Harari. 2014. ISBN 978077103850.   If you ever wanted to know why humans behave the way they do. this is the book for you.  It does a very good job of drilling back into our early development ( as  lucky survivor – who ended up at the top of a food chain) and how we still end up repeating our destructive and social ways today. We have been responsible for the destruction of entire species all over the world from very early on and have much to learn from our history.  I was taken with the parallel with our early predilection with gossip and how we still are.  The growth of communities to cities and eventually empires is so fascinating.  I tend to agree that perhaps the foraging communities were “better” fed then the eventual civilized peasants trapped in filthy, disease prone villages with a limited diet.  The extension into what we could become makes for very interesting reading as well.

How to Bullet Proof Your LinkedIn Profile. 10 security issues to avoid. Patrick X. Gallagher

Nederlands: Linked In icon

How to Bullet Proof Your LinkedIn Profile. 10 security issues to avoid. Patrick X. Gallagher. 2017.  A short but excellent ebook on something I should have been considering.   If you follow his guides, you will have gone a long way toward bumping up your LinkedIn security.  His piece on how to tell that the profile asking to connect is fake is a real gem.  If you use LinkedIn this is  a must read.

More Sales . Less Time. Surprisingly simple strategies for today’s crazy-busy sellers. Jill Konrath.

English: Journal of Personal Selling & Sales M...

More Sales . Less Time. Surprisingly simple strategies for today’s crazy-busy sellers. Jill Konrath. 2016. ISBN 9781591847267.  The author has penned several highly valuable books on selling and you can count on her to be very current.  In this book she turned attention on the increasingly busy life of effective salesmen. She really looked at her own behavior and decided to work on herself first,how could she do as much or more in less working time? . What followed is a very timely book on how salespeople can not only become more effective using the time they have while enjoying selling even more.  I appreciated the time saving apps she has found as well as the way she rethought how we usually go about doing things. Once again Jill has really done her homework on this topic and created an immediate and long lasting impactful book that is  a delight to read.

Discover Questions Get You Connected. Deb Calvert

Circle-no-questions

Discover Questions Get You Connected. Deb Calvert. 2016.   Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions.   For sales it is exemplary, enough that this will become my 2016 Sales book of the year.  The author makes a great case for  asking the right question early enough so the seller can communicate value.

The book has three major sections

  • How questions help us get better connected.
  • The types of questions to use
  • Practice

The author puts the questions in eight groups that you can remember using the word DISCOVER:

  • Data questions
  • Issue questions
  • Solution questions
  • Consequence questions
  • Outcome questions
  • Value questions
  • Example questions
  • Rationale questions

She works hard to put the materials into context with good examples of situations that any salesperson will recognize.

The book for all sales reps and managers to have right on their  desk to read and reread and apply every day.

The Only Sales Guide You’ll Ever Need. Antony Iannarino.

English: Journal of Personal Selling & Sales M...

The Only Sales Guide You’ll Ever Need. Antony Iannarino. 2016.   This is a very refreshing and complete book. You will first develop the mind set and then the skill sets of a well developed salesperson.  By working through this text, you will develop  maturity and insight needed to sell in today’s business world.  There is something for very sales person and sales manager in this book , regardless how long you have been doing this job.  Buy it, read it and re read every year.

Mistakes Millionaires Make. Lessons from 30 successful entrepreneurs. Harry Clark.

Spelling mistakes in Hebrew

Mistakes Millionaires Make.  Lessons from 30 successful entrepreneurs. Harry Clark. 2016. ISBN9781626343283.   The author, a member of EO went out to 30 others members/acquaintances who like him had built up and lost significant sums while running their businesses. He extracts extremely expensive lessons learned, how to recognize and avoid this issues and then inoculate yourself  against making those same mistakes.  The language is simple, unvarnished and concise.  The damage that these mistakes caused  to their business, family life , investors and friends was significant.  Each story is worth a read and a reread.  Every entrepreneur needs this book.