You’ll see similar articles posted everywhere, so I hope that I am not too severely overlapping someone else’s post.
Over the years, I’ve been fortunate enough to read many, many books on sales and persuasion. Some were memorable and I adopted many of their ideas; others not so much.
One of my favourite sales authors is Mahan Khalsa. One of his quotes sticks with me with every new buyer… ““People don’t care how much you know, until they know how much you care.” This intent aligns with my personal desire to help clients.
Following, in no particular order, are some of my favourite reads around selling:
Michael Bosworth and Ben Zoldan
People relate to stories. Salespeople who can tell relatable stories will win the relationship.
Matt Dixon and Brent Adamson
When salespeople understand the buyer’s problem well enough to challenge the buyer’s thinking, they will be up to four times more likely to become a top performer.
Michael Bosworth
Drop the high-pressure Always Be Closing (ABC) mindset and align your sales approach to the buyer’s desires.
Jill Konrath
To make yourself irresistible, invaluable, and indispensable to the corporate buyer you need to be able to provide a consistent flow of new ideas, insights and information.
How to Win Friends and Influence People
Dale Carnegie
Be interested in others. It is easier and more productive than trying to get them interested in you.
Let’s Get Real or Let’s Not Play
Mahan Khalsa and Randy Illig
Helping clients succeed is not a euphemism for sales, it is the essence of sales
The Secrets of Closing the Sale
Zig ZIglar
Each close you use should be an educational process by which you are raising the value of your product or service in the buyer’s mind
Influence: The Psychology of Persuasion
Robert Cialdini
Human behaviour says when we as someone for a favour, we are more successful when we provide a reason. People simply like to have reasons for what they do
The Greatest Salesman in the World
Og Mandino
Only a habit can subdue another habit
Jeff Thull
The smarter way to sell transforms a conventional “pitch” into a high-quality decision making process that buyers value
I think the best rule in selling is to put yourself in the shoes of the client. What are they feeling? What are they thinking? What do they need? How can you help them? When you align to them, you build the foundation of a relationship. And with that relationship, you can help them to buy what they need to achieve their goals.
What books have influenced your approaches to buyers? I’m interested in hearing from you at info@mycxo.ca.