Want to pick the brains of top sellers who have done your job at the highest level? See these great reads below (for new reps to seasoned vets):
Whether it’s buying a new car or fixing up your kitchen, everything in life can be treated as a sale. Cardone preaches specific techniques and principles in selling across different industries. Find out how to shorten sales cycles, handle objections and most importantly the right attitude to succeed.
Key takeaway: To sell at your peak potential you must have the utmost belief in the product. For example, if the initial implementation wasn’t great, you should double down on your service as opposed to walking away with your tail between your legs. You will either sell your ideas or others will sell theirs.
Quote of the book: “Your ability to do well in life depends on your ability to sell others on the things in which you believe!”
Traditional selling is antiquated. Hit the phones. “Smile and Dial”. Larry Kendall, preaches his science based selling system that takes the focus off of chasing clients to attracting new ones. Focus your energy and skills on providing value, being of service, and paying attention to your client wants and needs. Do not focus on sales numbers or closing the deal but create a strong strategy to build life-long relationships.
Key takeaway: Kendall covers both the internal states of mind as well as the actions to produce results. There is no magic pill. Creating strategies that work and sticking with them is the answer. There is consistent effort involved. If you have felt pulled by too many strategies, this book will help you simplify and take action.
Quote of the book: “People do not decide their futures. They decide their habits and their habits decide their futures.
Gary V breaks down his main principles such as gratitude, empathy, accountability, humility, ambition, and turns the focus on emotional intelligence in his sixth best selling book. Each chapter teaches and reminds you how to persevere through the difficult times while also being compassionate towards others. Emotional intelligence is no longer a nice to have but a need to have to succeed in business in 2022.
- For most of us, negativity is seen greater (magnified) than positivity
- Feel the pulse of the culture of the workplace
- Winning at all costs has its consequences. It's not about winning always, but showing empathy to those who work under you
- Ambition is like a healthy carrot
- The real luxury in life is happiness
- Dig deep into the why's. Why did the employee choose to say that behind my back? Be upfront and know their motives. "I want to learn and understand why"
Quote of the book: “Technical skills are a distant second to mastering soft skills.”
The age old question of what are the top reps doing that average rep is not drove Matthew Dixon on a mission that culminated in The Challenger Sale. Contrary to popular belief, the classic relationship building method does not result in more sales in a business to business sale. Sales rep fall into five categories (the hard worker, lone wolf etc..) however, only the one challenger will truly drive results. The 6 Characteristics of a Challenger Rep range from offering customers a unique perspective to having great 2-way communication skills.
Key takeaway: Only 38% of customer loyalty is a result of brand/product/service because your competition is great too (not much differentiation). Only 9% of customer loyalty Is a result of price to value. Loyalty is found in the sales call. 53% of customer loyalty is attributed to the sales experience. Over half of customer loyalty is not WHAT you sell but HOW you sell it.
Quote of the book: “what sets the best suppliers apart is not the quality of their products, but the value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible.”
Lifelong sales vet, Brandon Bornancin, offers his unique tough love approach that will help you overcome any perceived “disadvantage”. Bornancin shares his transformative habits that lead him to close over $100 million in sales for top tech companies before turning 30. Surprise, surprise the answer is long tough grueling work where there is no easy answer.
Key takeaway: Always be curious as the person who always exudes curiosity, and experiments the most wins. It is also imperative to go above and beyond. The fastest way to make more money and get promoted is to give more than what is expected of your “job descriptions”.
Quote of the book: Be authentic, transparent, and ‘imperfect’ These traits will be highly valued by your customers, employees, and others in your network. Everyone has successes and failures. Everyone has good days and bad days. Everyone has things they know and things they don’t. Be real about life, because everyone knows nothing is perfect.
Whether in sales or not, skillfully handling people will allow you to open doors that no technical skills would. A must read for any sales rep that will have ripple effects across your daily interactions. Leil Lowndes in her engaging tone brings this book to life with quick snippets that are fun and insightful.
Key takeaway: One takeaway that is applicable to sales is when you are working with a prospect it is incredibly important to get away from “business” talk and let them see you as a human. One of the best ways to do that is to actively ask questions and become interested in their hobby’s.
Quote of the book: “I always try to turn the spotlight on the other person." The longer you keep it shining away from you, the more interesting he or she finds you.”
Although not a pure ‘sales’ book, an overall inspiring read that will teach you to think beyond the mundane, every day, status quo. The enemy we call "average" threatens to take away the hopes, dreams, and meaning in our lives. Strive for excellence in everything you do. Trust us, If you want something you've never had, you'll have to do something you've never done.
Key takeaway: Think big and never lose sight of those ambitious goals that you had set. There is more competition for jobs on Second Class Street as for jobs on First Class Avenue. First Class Avenue, U.S.A., is a short, uncrowded street.
Quote of the book: “a man big enough to be humble appears more confident than the insecure man who feels compelled to call attention to his accomplishments. A little modesty goes a long way.”
Failing to attract new customers in a world that is constantly filled with constant, on demand distractions? Miller shows how to use storytelling to make your messaging and branding simpler and more effective in a straightforward, common sense approach.
The basic story framework you can customize to write your "brand script": A character who wants something encounters a problem before they can get it. At the peak of despair, a guide steps into their lives, gives them a plan, and calls them to action. That action helps them avoid failure and end in success. Each rep should be actively thinking about how this weaves into their sales process.
Key takeaway: Many business owners and marketing managers invest heavily in tactics (websites, social media marketing, email marketing, etc.), but rarely have they developed a clear and compelling message that actually worked
Quote of the book: ”Almost all companies try to sell solutions to external problems, but customers are much more motivated to resolve their inner frustrations.”
9. $100M Offers
One book that s all the rage this year came from Alex Hormozi in $100M offers. This book will display how to sidestep the virtuous cycle of price, how to charge more for your current service and ways to increase your response rate. The 4.9/5 stars on Amazon do more talking than a review ever could, pick up your copy here.
Key takeaway: Hormozi’s strategy is to give away a lot of his content for free so that he makes tons of entrepreneurs successful. In turn, many of those entrepreneurs decide to work with him. He then takes the most successful of those people, invests in their companies, and makes more money than he otherwise would by charging for his content upfront. How can you implement this into your business?
Quote of the book: “Making shit loads of money breaks people’s minds. It literally stretches their minds so far past what they believe is possible they assume you are doing something wrong or illegal. They literally “can’t even.”