If you don’t enjoy selling you probably don’t read many sales books. What – you’d rather have a root canal instead?
There are some great short and chatty books on sales for entrepreneurs, small businesses and for people who don’t like sales, (though I’m out to smash that mindset to oblivion – it’s about helping people buy from you, not selling.)
Here are a few to consider – they have some great ideas that you could use and are quick easy reads.
How to Sell Anything to Anybody by Joe Girard. He’s the world’s greatest salesman for 12 consecutive years according to the Guinness Book of World Records having sold 1,425 cars in one year! First written in 1977 and updated in 2006, it’s still relevant today as a way of selling with a long term strategy. He uses ‘birddogs’ what we would call ‘referrals’ these days.
How to Sell a Lobster: The Money Making Secrets of a Streetwise Entrepreneur by Bill Bishop is another short and entertaining read and full of great ideas. After selling 1,400 lobster dinners, he knew he was onto something good with his Marketing Mike mentor. He’s the creator of The Big Idea. He advocates that you find your BIG IDEA and go for it. It’s like when I say ‘dream BIG!” and ‘wacky ideas that work!” Why settle for imitating all the rest of your competitors – stand out like a flamingo in a flock of penguins!
Little RED Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer is a classic. He’s a more in your face, don’t ask these dumb questions and ‘you suck’ writer but to see him on stage or in a video, you know he’s been there and done it. This book is more of a read a few pages, reflect, practice and return.
The Psychology of Selling: Increase Your Sales Faster and Easier than You Ever Thought Possible by Brian Tracy is another international best seller and classic.
One of my favourite bloggers on sales is Geoffrey James, a non-sales professional!?! Go figure. He’s fascinated by sales and has become a defacto expert on the sales experts in the world. I’ve reviewed his concise book on B2B selling and this is his top 10 sales books list.
I’ve read most of them at least once. Jeffrey Gitomer is a favourite as is Brian Tracy, a remarkably shy sales guy – watch him on his early videos – he’s not that comfortable in front of people. That didn’t stop him from creating a multi-million $$ business. See shy people do rock! And so can you.