“How do you actually sell something? I thought sales was slimy.”
Sales is all about communicating value. It’s an artform that isn’t just reserved for the ego centric narcissists who have no qualms with manipulating people into handing over their hard earned cash.
Anyone who is passionate about a solution to a problem can master sales.
It’s doesn’t have to be a high pressure, insincere, slimy process. In fact, great sales people are some of the most fun people to be around. They truly believe in what they offer and they’ve honed their communication skills to make that value as plain as day.
Here are all the books that I lean on when it comes to understanding the basic concepts, systems, and mindset necessary to be successfully sell something that I’m passionate about.
The Ultimate Sales Machine by Chet Holmes
We read this as a team at work.
This book is all about focus. Chet Holmes laces together practical steps to improving your sales process with stories that will get you fired up to try each step yourself. Even though this book is written for entrepreneurs and executives who have established sales processes, it’s a “back-to-basics” book. So if you’ve never sold a think in your life, Chet will give you the best possible foundation to start with.
Here are some elements of the sales foundation Chet lays out for you:
- How to structure your time and work to hit all of your priorities systematically.
- Handle waffling prospects that can’t make up their mind and guide them towards a decision.
- How to find and qualify leads to give yourself the best chance at closing each sale.
If you want a sales process from start to finish, designed by a million dollar sales coach, then The Ultimate Sales Machine is a great place to start.
The Secret of Selling Anything by Harry Browne
This book corrected my warped idea of what sales was.
This book hammers home one of the most important sales skills we all need. I won’t spoil it for you now though. I’ll just say, there’s a story in the beginning of the book that made selling so practical and attainable, that I was itching to start cold calling after I read it.
The whole book is like that. The Secret of Selling Anything sells you on a wholesome approach to sales that is so much more exciting than the high pressure, smooth talking idea that most of us start out with.
If you’ve always doubted your ability to make money because you weren’t a “natural salesperson,” this book will show you a much better way:
- Chapter 23 is literally called “How to begin.”
- It debunks all the myths about sales. Like “you have to have nerves of steel,” or “you have to manipulate people” or “you have to sell all the time.”
- How to approach phone sales and actually make it bearable.
The Secret of Selling Anything is a basic book that gets you excited to sell something. Click here to get The Secret of Selling Anything on Amazon.
Never Split the Difference
OK. So this book is in my Real Estate Investing Jump Start Book List as well, but negotiation is a part of sales, and it helped me a lot with my negotiation skills.
You might be terrified of negotiating. Or you may love negotiating. Either way, you’ll love this book.
If you feel handicapped walking into any negotiation, this book will help you find your legs.
If you love the strategy and problem-solving nature of negotiation, this book will give you insight into the master’s method.
Never Split the Difference is written by a former FBI hostage negotiator. His stories can be wild, but he breaks everything down into relevant pieces that you can use in your next negotiation, such as:
- How mirroring will unlock little secrets.
- Get to “no,” and then get it out of the way.
- How to drive a hard, successful bargain.
- Get them to say, “You’re right,” and change the whole negotiation.
Never Split the Difference will give you a toolbox of negotiation tactics that don’t feel slimy or manipulative. Click here to get Never Split the Difference on Amazon.
How to use these books
Every single one of these I listened to on Audible. There are a ton of sales and business books that I’ve listened to and read, but I’ve gone back to these ones over and over again.
How you digest these books is up to you, but please, don’t just blast through them. Take your time. Learn from them. Absorb them. Allow them to shift how you think and operate.
Thank you so much for reading this far. If you clicked through and bought anything, double thank you! I earn a small commission from each sale that Amazon makes off this page.
I would love to hear about what you learned from each book. Email me here. I’ll share some of my favourite parts of each book as well.
Happy reading (or listening)!