I'm traveling this week, which gives me lots of down time to read and or listen to my Audio Books. Gitomer has long been one of my favorite Sales Inspirations. He's energetic, direct and his tips are quick hitting with meaning. He always leaves you with very specific takeaways and has a great mindset. I don't think this book reads particularly well cover to cover, but I did it … [Read more...]
52 Weeks of Book Reviews. Week # 9 – Go for No! Yes is the Destination, No is How You Get There by Richard Fenton & Andrea Waltz
KISS. Keep It Simple, Stupid. This book is a nice spin for the classic Hard Work Beats Talent when Talent doesn't Work Hard. There is a giant fear of failure in most sales reps and it limits the amount of risk that they will take. This is a classic mind flip that creates the scenario where NO is Good. 52 Weeks of Book Reviews. Week # 9 – Go for No! Yes is the Destination, No … [Read more...]
52 Weeks of Book Reviews. Week # 6 – It's Called WORK For A Reason! – by Larry Winget
There are few times when I don't appreciate a good wake up call and Larry delivers them like no one else. This is the 3rd book of his that I've read and they all have the same no nonsense style that I've come to enjoy. He's brash and he makes no apologies so if you are easily offended or too "high brow" to get down and dirty then you probably wont want to read this … [Read more...]
52 Weeks of Book Reviews. Week #1 "Selling 101" – Zig Ziglar
As part of my New Years Promises this year I promised that I'd read at least a book a week for the entire year. To help me keep that promise I'll post a quick review of each book here on this SalesFu Blog. I'm don't have one of those fancy Amazon affiliate accounts, but I should probably look into that and see if i can link it up. The first book we are going to talk about … [Read more...]
4.5 Steps to know- When to ask for the Business.
Last week I was asked by an up and coming salesperson, “So, when would I know what Closing technique to use?”. I dug a little deeper on this question and he wasn’t really wondering which close to use and how, he was really asking a much more fundamental question- “When do I Close?”. “The Buying Sign Close” It seems that many of us are info/benefit dumping until we hear … [Read more...]