I read a great quote the other day, “Experience is not the best teacher. Other people’s experience is the best teacher”. It was a lesson that was reinforced by many mentors, take the time to read and it will help you be successful.
The other day I was asked for my top 5 sales books. For the record, in no particular order, I would consider these the books my ‘Must read – minimum’ list:
1. SPIN Selling: The art of asking questions. As so many wise people have said, we have two ears and one mouth. They should be used in proportion.
2. Major Account Selling: Based on the analysis of thousands of sales people (and written by the author of SPIN Selling), it walks through the buying cycle – not the sales cycle. It gives great insight into the major account selling and how to win customers. It is mandatory reading for anyone selling into medium or enterprise business.
3. Swim with the Sharks: I am a big fan of Harvey and the MacKay 66 is core to Sales 101.
4. Mr. Shmooze: The art of relationship selling. Whether you are in sales, customer service or for your personal life – there are lessons in there. In the end, life is all about relationships and people who build great, trusting, quality relationships have a better life. Simple.
5. How to Sell Anything to Anybody: Is this really applicable? Have the teachings of Joe Girard, the ‘World’s Greatest Salesman’ gotten outdated? Does he still sell 6,000 cars a year? I don’t know. But it is worth a read. This is one of my first every sales books and will remain fond. I remember one little tidbit which I find interesting, Joe is all about relationships. Sense a theme?
A few others that are not selling centric, which I would recommend to someone if they were willing to invest in themselves and go beyond 5 books:
1. Getting Things Done: I can honestly say that this has changed my business life and allowed me to reduce stress. I empty my mental RAM into a system that I trust and have less things ‘popping into my head’. Without this system, email and tasks would overwhelm me.
2. Think and Grow Rich: Even all these years later, the wisdom of Napoleon Hill remain relevant. In the end, success is about visualization, seeing the end goal.
3. How to Win Friends and Influence People: Relationships in business are everything. In the last 20 years, I have gotten two jobs from recruiters – and both did not end well. Every other job was through my network. Enough said, and remember ‘Little people have big friends’. Treat everyone with respect, from the janitor to the President, you cannot lose.
There are many other great books, but if someone were to request a starting point, this would be it. I personally look at these as a competitive advantage, because most professionals don’t invest in themselves …..
Michael Weening: a few pictures 