2014 - Which books should everybody in Sales & Marketing have read?

by thet
67 replies
Title says it all

I am looking for some inspiration to buy books
Perhaps we can build a list together

Latest books I bought:

Free - Chris Anderson
Spent - Geoffrey Miller
Guerilla Marketing - Jay Conrad Levinson
Reality Check - Guy Kawasaki
Word of Mouth Marketing - Andy Sernovitz
#2014 #books #marketing #read #sales
  • Profile picture of the author jamesfreddyc
    "Pitch Anything" Oren Klaff
    "Sell or be sold" Grant Cardone
    Posts here in Offline section by Jason Kanigan
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    • Profile picture of the author thet
      Originally Posted by jamesfreddyc View Post

      "Pitch Anything" Oren Klaff
      "Sell or be sold" Grant Cardone
      Posts here in Offline section by Jason Kanigan
      Alright. Ordered.
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  • Profile picture of the author AmericanMuscleTA
    I'll third Claude's books!! They're filled with GOLD, and it's not some theories from some professor... Claude speaks from real life experience!!!!!

    And, anything by Dan Kennedy.
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    • Profile picture of the author blueonblue
      Several books I have run across are:

      How to Win Friends and Influence people by Norman Vincent Peale.
      Absolute Yes by Jeffrey Gittomar.
      Customer Loyalty by Jeffrey Gittomar
      See you at the top Zig Ziglar
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      • Profile picture of the author perpetualmike
        "Confessions of an Advertising Man" by David Ogilvy

        "My Life in Advertising & Scientific Advertising" by Claude C. Hopkins

        "The Greatest Salesman in the World" by Og Mandino
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      • Profile picture of the author Steve Foulds
        Originally Posted by blueonblue View Post

        Several books I have run across are:

        How to Win Friends and Influence people by Norman Vincent Peale.
        Absolute Yes by Jeffrey Gittomar.
        Customer Loyalty by Jeffrey Gittomar
        See you at the top Zig Ziglar
        Didnt Dale Carnegie write "How to Win Friends and Influence People"?
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    • Profile picture of the author Claude Whitacre
      Originally Posted by AmericanMuscleTA View Post

      And, anything by Dan Kennedy.
      I'll second that. Any of his books on writing sales letters, marketing, or selling...are pure gold.

      My biggest gains in selling, came after I studied marketing...and applied the concepts to my selling. And Kennedy is about the best there is.

      And the Classics of the 1930's are
      How To Win Friends And Influence People
      The Power Of Positive Thinking
      Think And Grow Rich
      How I Raised Myself From A Failure To Success In Selling
      .

      Man, for $20-$30...this little library will give you everything you need to sell and make it big. These last 4 books are where most of the newer ones get their core principles. How To Win Friends And Influence People may be the pick of the litter for me.
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  • Profile picture of the author spearce000
    "You Can Negotiate Anything" by Herb Cohen
    "Profit Strategies Revealed" by Jay Abraham
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  • Profile picture of the author Mister Natural
    I'm also a satisfied customer of Claude Whitacre's books. There are so many clever and brilliant techniques in his books that, my books pages are almost all yellow from the highlighting. Very good stuff Claude, will you be my Mentor?
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Mister Natural View Post

      I'm also a satisfied customer of Claude Whitacre's books. There are so many clever and brilliant techniques in his books that, my books pages are almost all yellow from the highlighting. Very good stuff Claude, will you be my Mentor?
      Clever and brilliant, eh? I'm too modest to agree with you...but please go on....

      If you were serious, you can PM me.

      I also recommend When They Say That, You Say This!: For Wedding and Portrait Photographers - The Strategy for Handling Sales Objections by G. E. Masana It's for photographers, but it has brilliant techniques you can use in any business.

      Best book on answering objections, I have seen. And it's written by our own Misterme.
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      • Profile picture of the author misterme
        Originally Posted by ewenmack View Post

        Positioning: The Battle For Your Mind
        One of the first I ever read, along with "Marketing Without Advertising."

        Originally Posted by Claude Whitacre View Post

        I also recommend When They Say That, You Say This!: For Wedding and Portrait Photographers - The Strategy for Handling Sales Objections by G. E. Masana It's for photographers, but it has brilliant techniques you can use in any business.

        Best book on answering objections, I have seen. And it's written by our own Misterme.
        Thank you! Here's the link for it:
        Amazon.com: When They Say That, You Say This!:...Amazon.com: When They Say That, You Say This!:...
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        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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  • Profile picture of the author thet
    Those self help books I read when I was 20/25..

    I am still dead poor

    haha
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  • Profile picture of the author Matt Lee
    There's some really good recommendations here.

    Permission Marketing by Seth Godin
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    • Profile picture of the author thet
      Originally Posted by Matt Lee View Post

      There's some really good recommendations here.

      Permission Marketing by Seth Godin
      The Long Tail: Why the Future of Business is...The Long Tail: Why the Future of Business is... ,
      I believe this is essential reading for anybody in business

      I dont make money you clicking the link.
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      • Profile picture of the author ewenmack
        When you get called into situations where the company
        has no differentiating idea than others...

        when the no.1 guru's marketing system has died...

        when the founders of start-ups have no real experience
        going up against the 800 lb gorilla's in their market...

        whatcha going to do?

        Try harder like Hertz?

        Yeah, it was meant to be a joke!

        You need re-positioning and re-setting the buyer criteria in the market.

        It's a skill needed more than ever today.
        Yet hardly anybody talks about it or knows about it.

        I've been called into all those situations and more
        to drag them out of the cellar.

        Here's 2 books to get you grounded in the fundelmentals
        so you'll be better equiped to handle tough market situations...

        Positioning: The Battle For Your Mind
        Amazon.com: Positioning: The Battle for Your Mind...Amazon.com: Positioning: The Battle for Your Mind...
        The 22 Immutable Laws of Marketing:
        The 22 Immutable Laws of Marketing: Violate Them...The 22 Immutable Laws of Marketing: Violate Them...

        Best,
        Doctor E. Vile
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        • Profile picture of the author thet
          Originally Posted by ewenmack View Post

          When you get called into situations where the company
          has no differentiating idea than others...

          when the no.1 guru's marketing system has died...

          when the founders of start-ups have no real experience
          going up against the 800 lb gorilla's in their market...

          whatcha going to do?

          Try harder like Hertz?

          Yeah, it was meant to be a joke!

          You need positioning and re-setting the buyer criteria in the market.

          It's a skill needed more than ever today.
          Yet hardly anybody talks about it or knows about it.

          I've been called into all those situations and more
          to drag them out of the cellar.

          Here's 2 books to get you grounded in the fundelmentals
          so you'll be better equiped to handle tough market situations...

          Positioning: The Battle For Your Mind
          Amazon.com: Positioning: The Battle for Your Mind eBook: Al Ries, Jack Trout, Philip Kotler: Kindle Store

          The 22 Immutable Laws of Marketing:
          The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk!: Al Ries, Jack Trout: 9780887306662: Amazon.com: Books


          Best,
          Doctor E. Vile
          Thank you. I read somewhere that Tim Ferriss read these books once a year.
          I have been very stubborn buying them, because a lot of reviews say it's very outdated.

          Is that true?
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          • Profile picture of the author ewenmack
            Originally Posted by thet View Post

            Thank you. I read somewhere that Tim Ferriss read these books once a year.
            I have been very stubborn buying them, because a lot of reviews say it's very outdated.

            Is that true?
            Not true because using those principals for a start up web design firm
            in which the founder had no background in design bought in $25,000
            dollars worth of work in 3 days from that ad I wrote.

            Went on to be the most ripped off ad for web design over the internet.
            I reset the buyer criteria for what is web design.

            The ad supplied by the no.1 carpet cleaning guru stopped working.
            I re-positioned him to be the dust mite removal guy.

            See, so much advertising and marketing is dying.
            What's needed is repositioning the companies into something different
            in the minds of the public.

            It's a battle for the mind.

            More so since those books were written
            due to same and similar messages been told as well as
            more choices the consumer has.

            Re-positioning and re-setting buyer criteria solves the publics
            tune out. Let them think these tools are outdated.

            Best,
            Doctor E. Vile
            .
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  • Profile picture of the author thet
    Yes. I am going to buy them. I have been stubborn with these books, but they seem amazing. Lots of people I highly respect read them. I haven't yet.
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  • Profile picture of the author thet
    Well, couple in my shopping cart:

    - The 22 Immutable Laws Of Marketing: Exposed And Explained By The World's Two
    - Positioning
    - Zero Resistance Selling (Dan Kennedy)

    haha Just got an e-mail from my book provider, I now belong to their "most important clients". Jesus.

    Well, rather spend it on learning then on being just a consumer puppet.
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    • Profile picture of the author Gijsbertus
      All the above and of course 4 hour work week by Tim Ferris.
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      • Profile picture of the author thet
        Originally Posted by Gijsbertus View Post

        All the above and of course 4 hour work week by Tim Ferris.
        I liked it, but in hindsight, I really think it set off the wrong tone.
        You don't create succes by just working 4 hours a week. And the whole "passive income" thing .. well, i don't know.
        It's fine to create passive income .. but making it your endgoal. Well, i have mixed feelings about that.

        Most entrepreneurs will tell you that you probably need to work 48 hours a day, for 10 years straight, to create passive income where you only need to work 4 hours a week.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      Well, couple in my shopping cart:

      - The 22 Immutable Laws Of Marketing: Exposed And Explained By The World's Two
      - Positioning
      - Zero Resistance Selling (Dan Kennedy)

      haha Just got an e-mail from my book provider, I now belong to their "most important clients". Jesus.

      Well, rather spend it on learning then on being just a consumer puppet.
      The Kennedy book isn't good. It's a compilation of other authors. Buy his books on marketing.
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  • Profile picture of the author thet
    A book like that should be easily transferable to your own market.

    Maybe I am wrong, but most objections are getting old:
    1. No time
    2. No budget
    3. Already working with a competitor
    4. You are to expensive
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    • Profile picture of the author Scott Murdaugh
      Originally Posted by thet View Post

      A book like that should be easily transferable to your own market.

      Maybe I am wrong, but most objections are getting old:
      1. No time
      2. No budget
      3. Already working with a competitor
      4. You are to expensive
      Look at objections as opportunities.

      1. You know, every client I have has mentioned that. And I definitely feel your pain, it's a lot of work running a business - it's not uncommon to see a business consume someone's entire life. Time's our most valuable asset - what would an extra 10-hours a week of free time mean to you?

      Great, if I can show you how I save my clients an average of 10-hours a week and how this will require no extra time commitment on your part, but save you a tremendous amount of time, would you be willing to move forward today?

      2. I know times are tough right now. If I can guarantee that for x investment you'll see y return within z amount of time - or you don't spend a dime, would you be able to allocate a small % of your existing budget to test this out risk-free?

      3. XYZ competitor is a great company. But we operate completely differently. Here's the thing, I don't want to take away any of your existing business with them. What I want to do is add a new profit center to your business - and all I ask is that after I do that you let me handle the accounts for the new business I've created. That way no-one loses, no-one gets hurt and it's win-win for everyone, does that sound fair enough?

      4. Too expensive? (Act slightly confused). Is the price too high or the cost too high? Just so we're on the same page, let's break down the price and the cost... (Break it down). A few years ago I was shopping for a car, I found one at a dealership for $12,000. The next day I saw a nearly identical model from a private seller for $2,500. I bought it on the spot. I started it the next morning and it smoked like crazy. It turned out that the engine needed a complete rebuild.

      And that wasn't the only problem. My mechanic suggested to just scrap it. The price of that car was over $10,000l less, but it ended up costing me $2,500 and I never got any value out of it. (Tell a true story).

      Over the years, I've learned that shopping on price alone, whether it's suits, watches, cars, real-estate, doctors or computers usually ends up costing you much more in the long run, wouldn't you agree?

      I only tell you this because I've found that when my clients understand that their business is their most valuable investment, and I show them that focusing on price and not on cost or value can be catastrophic, they realize just how expensive the alternative really is. And I'd be doing you a moral disservice if I didn't do everything in my power to help you avoid making the same mistake.

      Now, if you're price shopping, on the surface it looks like you're wanting to spend x, and I'm charging y. But when we break it down, even though we charge substantially more upfront, you'll conservatively save z over the next 12 months.

      As you can see, we'd be saving you x over the next year, and y over the next 3 years. When we break down the numbers, you can see that we're far less expensive when looking at cost versus price alone.

      That being said, is there any other reason why we can't get started right now?
      *Those are very generic examples, I don't know your product or your business. They're certainly not right for every selling situation.

      Three things...

      1. Love your product, believe in it, know who it can really help. If you can't do that, pick a different one.

      2. Love your client. If your product can help them, and you truly care, you'll see every objection as an opportunity to enhance their lives. Selling is only fun when you're serving people.

      3. Ask a lot of questions. Chances are if you're hearing the same objections you either haven't illustrated the true value or you haven't fully uncovered the real problems/objections that your client is facing.

      Hope that helps.
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  • Profile picture of the author 111ideas
    Originally Posted by thet View Post

    Title says it all

    I am looking for some inspiration to buy books
    Perhaps we can build a list together

    Latest books I bought:

    Free - Chris Anderson
    Spent - Geoffrey Miller
    Guerilla Marketing - Jay Conrad Levinson
    Reality Check - Guy Kawasaki
    Word of Mouth Marketing - Andy Sernovitz
    The best book for sales and marketing I have ever read is "How to Sell anything to anybody"
    It is written by the greatest salesman in the world.(Guinness Book record holder). I thin this book will help you a lot. He is sharing his sales techniques.
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    • Profile picture of the author ewenmack
      Originally Posted by 111ideas View Post

      The best book for sales and marketing I have ever read is "How to Sell anything to anybody"
      It is written by the greatest salesman in the world.(Guinness Book record holder). I thin this book will help you a lot. He is sharing his sales techniques.
      Wasn't the author, Joe Girard, throwing masses of business cards at a sports game stadium?

      Not a long term business building method.

      Best,
      Doctor, E. Vile
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      • from Ewen :

        See, so much advertising and marketing is dying.
        What's needed is repositioning the companies into something different
        in the minds of the public.

        It's a battle for the mind.

        More so since those books were written
        due to same and similar messages been told as well as
        more choices the consumer has.

        Re-positioning, and re-setting buyer criteria (from Chet Holmes) solves the publics
        tune out. Let them think these tools are outdated.

        Best,
        Doctor E. Vile


        I may be reading into what Ewen is saying, but to me many sales books are just "Remix", repacked material to sell.

        my best books are Spin Selling (because the author went out on sales calls)
        claude's book - he did door to door and retail
        Ultimate by Chet Holmes - he delivered results, not just sales hype


        who did the immutable laws? 1 of them is to invent something or be 1st right?


        How about a "book" being written as we speak?adding Ewen's comments:

        re-setting buying criteria (not price)
        and talk about positioning (heard last night she is going on The Shark Tank)
        market timing is great because "vegan, gluten free" products are booming here.
        USA, Portland Oregon (heidiho is right down the street from me)

        HeidiHo - vegan cheese. it cost 6.99 for 10 ounces of cheese!!!

        I want documented sales/marketing technologies

        Is Marketing the real Technology now???
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      • Profile picture of the author Claude Whitacre
        Originally Posted by ewenmack View Post

        Wasn't the author, Joe Girard, throwing masses of business cards at a sports game stadium?

        Not a long term business building method.

        Best,
        Doctor, E. Vile
        He did lots of stunts that probably didn't work. He sold tons of cars because he treated customers like kings, and got to the point quickly. He also discounted heavily. And in his peak years he made about $200,000. Not bad, but hardly Legendary. Today, that would be worth about $500,000.

        his book How To Sell Anything To Anybody, describes his approach to selling. Most of it is lots of hard work, and lazy competition.

        I recommend the book highly. It isn't a business book, it's a sales book.

        I know a couple of small retail store owners that make more than that, selling with maybe one assistant. Marketing and picking your opportunities is the key. Heck, a friend of mine earned $400,000 in 1999, selling $600 air purifiers at retail. I did about half that well, myself.
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        • Profile picture of the author thet
          I may be reading into what Ewen is saying, but to me many sales books are just "Remix", repacked material to sell.
          So you might be better of reading certain books over and over and over again, instead of buying more and more and more books on sales and marketing?

          Thoughts?
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          • Originally Posted by thet View Post

            So you might be better of reading certain books over and over and over again, instead of buying more and more and more books on sales and marketing?

            Thoughts?
            Thet,

            good point.

            I tell you what I do.

            I take new stuff, then apply it to the real world, and my direct experience.

            scientific analysis - cause and effect

            For example, in a pitch, say a standard sales line 20-50 times and check the results?

            so take some advice from a book, and use it to see if it works (and works for you)

            this makes sales fun for me.
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            • Profile picture of the author thet
              Originally Posted by kirbymarketingconcierge View Post

              Thet,

              good point.

              I tell you what I do.

              I take new stuff, then apply it to the real world, and my direct experience.

              scientific analysis - cause and effect

              For example, in a pitch, say a standard sales line 20-50 times and check the results?

              so take some advice from a book, and use it to see if it works (and works for you)

              this makes sales fun for me.
              I will do this too. Already do it, but could do it more.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by thet View Post

            So you might be better of reading certain books over and over and over again, instead of buying more and more and more books on sales and marketing?

            Thoughts?
            There are books written by salesmen, and marketers...and there are books written by authors about sales and marketing.

            In my 2,000 sales books, maybe 95% are not needed. They repeat what others say, and add no real insight. But there are perhaps 12 books that nearly everyone recommends. You should read those....take notes....use a highlighter. And read them again. There are maybe 4 or 5 books that I've read repeatedly. Some I've read once, and others I've skimmed.

            The ones mentioned in these posts are mostly the keepers.
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            • Profile picture of the author thet
              Originally Posted by Claude Whitacre View Post

              There are books written by salesmen, and marketers...and there are books written by authors about sales and marketing.

              In my 2,000 sales books, maybe 95% are not needed. They repeat what others say, and add no real insight. But there are perhaps 12 books that nearly everyone recommends. You should read those....take notes....use a highlighter. And read them again. There are maybe 4 or 5 books that I've read repeatedly. Some I've read once, and others I've skimmed.

              The ones mentioned in these posts are mostly the keepers.
              So which 12? I have so far:

              22 immutable laws of marketing
              Positioning
              Pitch Anything
              SPIN selling

              are the books I now bought. 8 books to go?

              I rather skip the 95% and focus on powerful books like "The Fountainhead", "1984" and others then keep reading repeated stuff. Instead of those 12, lets repeat those for life!
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              • Profile picture of the author Claude Whitacre
                Originally Posted by thet View Post

                So which 12? I have so far:

                22 immutable laws of marketing
                Positioning
                Pitch Anything
                SPIN selling

                are the books I now bought. 8 books to go?

                I rather skip the 95% and focus on powerful books like "The Fountainhead", "1984" and others then keep reading repeated stuff. Instead of those 12, lets repeat those for life!
                Maybe;

                How to master the art of selling
                How I raised myself from a failure to success in selling
                Cold calling techniques that really work
                The Feldman method
                My two books on selling
                Anatomy of a salesman
                The Ultimate Book of Phone Scripts
                How to win friends and influence people
                Influence (maybe should be #1 or #2)
                The ultimate marketing plan
                The ultimate sales letter


                There. That should keep you busy.
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                • Profile picture of the author thet
                  Originally Posted by Claude Whitacre View Post

                  Maybe;

                  How to master the art of selling
                  How I raised myself from a failure to success in selling
                  Cold calling techniques that really work
                  The Feldman method
                  My two books on selling
                  Anatomy of a salesman
                  The Ultimate Book of Phone Scripts
                  How to win friends and influence people
                  Influence (maybe should be #1 or #2)
                  The ultimate marketing plan
                  The ultimate sales letter


                  There. That should keep you busy.
                  Are most books you mentioned also targetted at major sales? I am reading SPIN selling and I notice I am in the business of major sales (our products can cost 500k plus).
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  • Profile picture of the author adityasg7
    "Sell or be sold" is really beautiful book. Everybody should read this.
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  • Profile picture of the author Steve Foulds
    I love books. Books to me are like shoes to many women... BUT Ive decided to buy less and less. I found I spent more time reading and less time taking action than ever before, so I changed my strategy. Now days my ROI is much higher by getting coaches - because I actually do what they say, rather then move onto the next book of my 300+ titles on my Amazon wish list. The other thing, particularly with IM, is buy the time its printed, its out of date. For example, if I decided my business is weak at say SEO - id rather pay a coach or service $1000 and make $2000 then buy 5 $20 books and do nothing. Books dont make me accountable.

    My passion and career is sports science, so now the hard copy only books I buy are reference books. Anything else sport sciency I buy electronic and store on the ipad or print out and bind. In terms of wealth creation, investment knowledge etc its still a hobby, so I scratch those itches with audible.
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    • Profile picture of the author thet
      Originally Posted by Steve Foulds View Post

      I love books. Books to me are like shoes to many women... BUT Ive decided to buy less and less. I found I spent more time reading and less time taking action than ever before, so I changed my strategy. Now days my ROI is much higher by getting coaches - because I actually do what they say, rather then move onto the next book of my 300+ titles on my Amazon wish list. The other thing, particularly with IM, is buy the time its printed, its out of date. For example, if I decided my business is weak at say SEO - id rather pay a coach or service $1000 and make $2000 then buy 5 $20 books and do nothing. Books dont make me accountable.

      My passion and career is sports science, so now the hard copy only books I buy are reference books. Anything else sport sciency I buy electronic and store on the ipad or print out and bind. In terms of wealth creation, investment knowledge etc its still a hobby, so I scratch those itches with audible.
      Perhaps read more textbooks? Also, if you focus on the classics, and reread instead of reading the next, you might get more bang of your buck.

      I am reading SPIN selling and I am pretty sure I will keep reading this for some time to come. Same goes for books like "The Art of War", "A new Earth" and "Pitch Anything".
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      • Originally Posted by thet View Post

        Perhaps read more textbooks? Also, if you focus on the classics, and reread instead of reading the next, you might get more bang of your buck.

        I am reading SPIN selling and I am pretty sure I will keep reading this for some time to come. Same goes for books like "The Art of War", "A new Earth" and "Pitch Anything".
        I would be interested how using Pitch Anything, has helped you on these bigger deals
        and C-Level Decision Makers
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        • Profile picture of the author thet
          Originally Posted by kirbymarketingconcierge View Post

          I would be interested how using Pitch Anything, has helped you on these bigger deals
          and C-Level Decision Makers
          Well. Good question. I am not sure what you already know about me from what I have been writing and asking on this forum.
          I started a year ago in sales. I started in sales because I couldn't get another job.
          The manager hired me, because he liked me.

          I failed, because I had no experience in sales, what so ever. I look back at this time and think to myself: "Man, you had leads.. warm leads.. no cold calling involved .. how could you fail?" haha

          I got into another job, because I got recruited and became blind of all the marketing they threw at me. I was going to make tons of money.. I entered the world of cold calling.

          An english recruitment agency. Hardcore selling guys, me.. 2 months experience.

          I read, and learned, and read, and learned. Worked 10 hours a day and would read about sales in my free time.

          Now, a year later, I work again at a different company. I couldnt deal with the long hours, it was killing my relationship with the woman I love.

          I book meetings at a IT company now. It's major sales. The goal is to become an outdoor sales rep because my strength lays in relationship management.

          I give you this backstory so you know where I am coming from. I don't land major deals.
          I do speak to CTO's on a daily basis. Cold.

          The only lesson so far that I have taken from "pitch anything" is the reframing part, and in that context the simple conclusion that:
          I am the prize
          People are trying to impress me
          People are trying to win my approval

          It's make me play the game on a more fun level.. Not shying away of asking challenging questions and to not hang up to quickly.

          Pitch anything gave me a glimpse of a mindset I could develop over time. A seed.

          And that's how I view most books. If I can take 1 lesson out of it, 1 seed, it's worth the 20 bucks.

          When you are more experienced in sales, I believe you could take way more out of this book but I am not at that point yet. I do read between the 2-3 books a week so i recognize a good book. I recognize when I will read it again and get more out of it. This book was one of them
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  • Profile picture of the author misterme
    If you like "Spin Selling" then you need to read "Solution Selling" by Michael Bosworth. It takes Spin Selling and enhances it.

    Also, I'm reading George Ross' book on Donald Trump style negotiating and even though it's about negotiating, it's really sales.
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    • Profile picture of the author thet
      Originally Posted by misterme View Post

      If you like "Spin Selling" then you need to read "Solution Selling" by Michael Bosworth. It takes Spin Selling and enhances it.

      Also, I'm reading George Ross' book on Donald Trump style negotiating and even though it's about negotiating, it's really sales.
      Will do.

      Well, if you take it broader. A good book about psychology will probably enhance your sales skills too. "The everything store" from Jeff Bezos learned me a thing or two about sales aswell
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      If you like "Spin Selling" then you need to read "Solution Selling" by Michael Bosworth. It takes Spin Selling and enhances it.

      Also, I'm reading George Ross' book on Donald Trump style negotiating and even though it's about negotiating, it's really sales.
      Yeah, if you are selling huge sales, then SPIN Selling and Solution Selling are probably the two most important books to study.

      I may have read SPIN selling a dozen times over the years. It's like a four year degree in corporate sales.
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  • Profile picture of the author thet
    It's interesting.

    My part of the sales cycle is to book the meeting. That's my main focus on the day. I am decent in it, not great, probably okay.

    Our company is in major sales. Big projects. Lots of people involved. And buying something has a serious impact on the business.

    So, when thinking about SPIN selling, the "close techniques" should be kept to a minimum (what i understand so far.. is that the close techniques work for the one call type stuff.. but not with big sales).

    However, the way I book meetings, to be honest.. is to work from the objections I am getting, tackle them, and make a reason to meet.
    I start with a pitch, barely ask questions.. I am not great at qualifying although i should learn this.

    What I find interesting is to answer my own question of: In my specific part of the process, am I in big sales or in small sales?

    I book the meeting, the sales rep.. he goes in the proces with the client.

    So, for me, should I focus on SPIN selling.. or on working on my "closes techniques"?
    (its probably not this black and white, but I hope you smart guys understand where im going with this)
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      It's interesting.

      My part of the sales cycle is to book the meeting. That's my main focus on the day. I am decent in it, not great, probably okay.

      Our company is in major sales. Big projects. Lots of people involved. And buying something has a serious impact on the business.

      So, when thinking about SPIN selling, the "close techniques" should be kept to a minimum (what i understand so far.. is that the close techniques work for the one call type stuff.. but not with big sales).

      However, the way I book meetings, to be honest.. is to work from the objections I am getting, tackle them, and make a reason to meet.
      I start with a pitch, barely ask questions.. I am not great at qualifying although i should learn this.

      What I find interesting is to answer my own question of: In my specific part of the process, am I in big sales or in small sales?

      I book the meeting, the sales rep.. he goes in the proces with the client.

      So, for me, should I focus on SPIN selling.. or on working on my "closes techniques"?
      (its probably not this black and white, but I hope you smart guys understand where im going with this)
      Stick with the books on Prospecting, if that's what you are doing.

      Prospecting Techniques That Really Work and The Ultimate Book of Phone Scripts should be completely absorbed.
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      • Profile picture of the author thet
        Originally Posted by Claude Whitacre View Post

        Stick with the books on Prospecting, if that's what you are doing.

        Prospecting Techniques That Really Work and The Ultimate Book of Phone Scripts should be completely absorbed.
        So spin selling is useless then?
        The last book you mentioned, can't buy it in my country. Will need to order it in a local bookstore. Hope they can get it.
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        • Just ran across this book.

          you might like.

          Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself
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          • Profile picture of the author thet
            Originally Posted by kirbymarketingconcierge View Post

            Just ran across this book.

            you might like.

            Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself
            Thank you.
            I probably need to read more autobiographies too.

            A book I came across (no aff. link):

            When I stop talking, you'll know I am dead
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            • Originally Posted by thet View Post

              Thank you.
              I probably need to read more autobiographies too.

              A book I came across (no aff. link):

              When I stop talking, you'll know I am dead
              good idea. auto biographies are great inspirations.

              and don't forget to read your own biography.

              it's always (even with appt. setting), to sell You over the phone.

              nobody buys or makes an appt., from a stranger
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              • Profile picture of the author thet
                Originally Posted by kirbymarketingconcierge View Post

                good idea. auto biographies are great inspirations.

                and don't forget to read your own biography.

                it's always (even with appt. setting), to sell You over the phone.

                nobody buys or makes an appt., from a stranger
                My own biography? How do you mean?
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                • Originally Posted by thet View Post

                  My own biography? How do you mean?

                  you are selling yourself (sales 101)

                  I don't know you. But,

                  I like your name
                  I like your posts and that your trying to improve
                  I like the fact your somewhere else in the world

                  let's not kid ourselves with "how to sell better technology". It's the basics

                  people love to buy from people they love (or like)

                  I would buy (or at least listen and want to help) from you.
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                  • Profile picture of the author thet
                    Originally Posted by kirbymarketingconcierge View Post

                    you are selling yourself (sales 101)

                    I don't know you. But,

                    I like your name
                    I like your posts and that your trying to improve
                    I like the fact your somewhere else in the world

                    let's not kid ourselves with "how to sell better technology". It's the basics

                    people love to buy from people they love (or like)

                    I would buy (or at least listen and want to help) from you.
                    Best compliment of the day. Wow. Thanks man.

                    But

                    How do I show this on the phone. I might sound like every cold caller in the world. I miss the .. key, to be different on the phone. In the end, it's all telemarketing so we all say the same right?
                    "We are the best.. best products etc"
                    Most questions might even be asked on a daily basis
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                    • Originally Posted by thet View Post

                      Best compliment of the day. Wow. Thanks man.

                      But

                      How do I show this on the phone. I might sound like every cold caller in the world. I miss the .. key, to be different on the phone. In the end, it's all telemarketing so we all say the same right?
                      "We are the best.. best products etc"
                      Most questions might even be asked on a daily basis
                      you see me. what have you pictured and framed in your own mind of me?
                      tall, good looking, intelligent,marketing guru, young,... that's wrong but still, I am not a stranger

                      I talk on the phone with pictures, analogies,

                      of course tone, terminology that fits their industry (medical = Stat, red lining, / legal = due diligence, case review, fiduciary responsibility,etc..,), professional demeanor, etc..,
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                      • Profile picture of the author thet
                        Originally Posted by kirbymarketingconcierge View Post

                        you see me. what have you pictured and framed in your own mind of me?
                        tall, good looking, intelligent, young,... wrong but still I am not a stranger

                        I talk on the phone with pictures, analogies,

                        of course tone, terminology that fits their industry (medical = Stat, red lining, / legal = due diligence, case review, fiduciary responsibility,etc..,), professional demeanor, etc..,
                        i am seeing a glimpse of what you mean. Art of perception.
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                        • Originally Posted by thet View Post

                          i am seeing a glimpse of what you mean. Art of perception.
                          in the 1990's , selling websites,
                          it was "you can have your business online and be just like a fortune 500 company. present yourself any way you want"

                          your image, your brand, you expertise, You, Inc - the sky's the limit.

                          remember the skills your getting now you take with you!

                          p.s.- I sold investments Over The Phone.
                          I had people send me money

                          do you think anybody, can tell me the phone dosen't work???
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                          • Profile picture of the author thet
                            Originally Posted by kirbymarketingconcierge View Post

                            in the 1990's , selling websites,
                            it was you can have your business online and be just like a fortune 500 company. present yourself any way you want.

                            your image, your brand, you expertise, You, Inc - the sky's the limit.

                            remember the skills your getting now you take with you!

                            p.s.- I sold investments Over The Phone.
                            I had people send me money

                            do you think anybody, can tell me the phone dosen't work???
                            You can't tell me neither. I believe it works and I want to make it a huge part of my "personal brand". Killer on the phone.
                            At times,
                            to be honest,
                            I get a bit depressed because progression seems to be so slow.

                            They are happy with me.. But i have so much still to gain. My opening, the sharp responses.. Everything so far is a learned skill.

                            And that last one is actually very motivating to, since I wonder how far it can take me.

                            Sky is the limit, skill-wise, not sure. Since I am not sure if I can ever "out-do" a competitor who is a natural + a hard worker.
                            Skill beats talent when talent isn't working hard. But what if talent is?

                            Sorry to get a bit sidetracked here
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                            • Originally Posted by thet View Post

                              You can't tell me neither. I believe it works and I want to make it a huge part of my "personal brand". Killer on the phone.
                              At times,
                              to be honest,
                              I get a bit depressed because progression seems to be so slow.

                              They are happy with me.. But i have so much still to gain. My opening, the sharp responses.. Everything so far is a learned skill.

                              And that last one is actually very motivating to, since I wonder how far it can take me.

                              Sky is the limit, skill-wise, not sure. Since I am not sure if I can ever "out-do" a competitor who is a natural + a hard worker.
                              Skill beats talent when talent isn't working hard. But what if talent is?

                              Sorry to get a bit sidetracked here
                              that's the secret - you don't have to be and probably don't want "talent"

                              you can be 1 of the best, selling what you want, when you want, to who you want,


                              nobody gets the whole pie, you will love the Piece you get
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                              • Profile picture of the author thet
                                Originally Posted by kirbymarketingconcierge View Post

                                that's the secret - you don't have to be and probably don't want "talent"

                                you can be 1 of the best, selling what you want, when you want, to who you want,


                                nobody gets the whole pie, you will love the Piece you get
                                Right. Standing besides giants
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        • Profile picture of the author Claude Whitacre
          Originally Posted by thet View Post

          So spin selling is useless then?
          The last book you mentioned, can't buy it in my country. Will need to order it in a local bookstore. Hope they can get it.
          You set appointments now. You should concentrate on doing that really well.
          Spin Selling is like a graduate course in corporate selling, from start to finish.
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          • Profile picture of the author thet
            Originally Posted by Claude Whitacre View Post

            You set appointments now. You should concentrate on doing that really well.
            Spin Selling is like a graduate course in corporate selling, from start to finish.
            I agree. I read SPIN selling but the only way I can really apply it is by asking questions more often.
            Well.. not even sure about that.

            It's a great book but perhaps not for now.
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  • Profile picture of the author Scott Murdaugh
    A lot of great ones mentioned, I didn't see these...

    -Ultimate Sales Machine by Chet Holmes (Implement Core Story).
    -Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales -Jay Conrad L. and Co.
    -If You're Not First You're Last - Grant Cardone (Also 10x Formula, most of his stuff).
    -Secrets Of Closing The Sale - Zig Ziglar
    -Born To Win - Zig Ziglar
    -Winning Through Intimidation - Robert RInger
    -The Secret of Selling Anything - Harry Browne

    I'm sure there's tons I'm missing, and some great ones already mentioned. I didn't see these on the list and I'd hate for anyone to miss out.
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  • Profile picture of the author awww1some
    Claude Whitacre is a good source to consider. Speaks from experience.
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