This got me thinking about books and you. Sales people are diverse. What are you reading professionally or personally? Let us know.
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Tuesday, August 28, 2007
Salespeople, What Books Are You Reading — Business or Pleasure?
I read in the New York Times, August 17, that the Most Bookish Borough in New York City is — Queens. A top prize was given to Queens for having the busiest library system. The library collection is diverse like the demographics of Queens itself.
This got me thinking about books and you. Sales people are diverse. What are you reading professionally or personally? Let us know.
This got me thinking about books and you. Sales people are diverse. What are you reading professionally or personally? Let us know.
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9 comments:
I'm reading CustomerCentric Selling. I got it at a workshop I went to which I've finished, although I'm early in reading the book itself. The workshop was great.
What book am I reading?
I am particularly fond of the content and approach in the book
Chief Customer Officer
Getting Past Lip Service to Passionate Action
by Jeanne Bliss
I find her info relevant with useful tools.
I've been with the same company for twenty years on the installation side of the business. I started selling for us about 1-1/2 years ago. My first three books were Og Mandino's The Greatest Salesman in the World...Duane Sparks' Action Selling...Dale Carnegie's How to Win Friends and Influence People.
I am a sales manager and I also find Og Mandino's The Greatest Salesman in the World to be one of the best still to this day and often re-read it!
I've been in sales for 30 years and I can't count the number of sales books I have read. There are two that stick out in my mind and I have read them over and over again: Dale Carnegie's How to Win Friends and Influence People and Selling to Seniors. They not only have helped my career, but my personal life.
Allan Johnsons "Inspirational Quotations"
I've just finished reading High Trust Selling by Todd Duncan and have just started reading Customer Centric Selling by Michael Bosworth and John Holland. High Trust Selling is a great resource for learning more about discovering your prospects' values and highest value needs. I haven't yet formulated an opinion about Customer Centric Selling but am intrigued by the depth of the content.
I received the Richardson book, "Stop Telling, Start Selling" when I was at one of the company's seminars back in the '90s. It was the best I've come across, really hit the nail on the head that too many salespeople just talk and talk -- but never get anywhere in the sale! They never connect with the client. I think it would be hard for me to find another book that nailed it for me as much as this one did.
After the last time a customer told me they were planning on moving production overseas I really started to dig for the motive. The surprising answer was that it was all about tax implications. As a result, I went to the bookstore found and purchased the best think I could find, FairTax: The Truth. A very thought compelling book about the stifling effect our tax code has on business and job growth. I expected the customer to tell me about cheap labor, fewer regulations, anything but taxes.
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