OT: Basic Books About Sales/Selling
Sethro
Posts: 671 ✭✭
Hey all. I am pretty sure many of you are involved in sales to some degree, whether it be as a career or a side business so I thought this would be a good place to ask this question, albeit somewhat off-topic: Are there any books that some of you could recommend that deal with sales on a very basic level? Maybe like an introduction to sales or selling? My budding discussion in another thread is getting me to thinking, and clearly I know very, very little. So if there's a book, or even a website, that you have found invaluable in your career whether as a starting point or as a reference you keep going back to, and you could recommend that to me I would greatly appreciate it! Thank you!
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Most USEFUL books are written on higher level sales (getting through gate keepers, what to say after that etc).
Here are some basics...Credit to Wendy Connick...
There are a lot of different ways to approach sales, but they all tend to rely on the same skill set. Note that these are skills, not talents: talents are inborn, but skills are learned. Anyone can learn to be an effective salesperson, and good salespeople can become great ones by honing the following sales skills.
Maintaining Self-Confidence
This is the absolutely most important skill a salesperson can cultivate. Why? Because all the other skills are based on persistence. If you have every other sales skill listed below but you give up at the first hint of a “no,” then you'll never have a chance to use those skills. The first time you speak to a prospect, they might not want to talk to you because they're having a bad day... but if you call back a week later they'll be eager to buy.
Self-confidence doesn't end with persistence; if you believe in yourself and your product, your prospects will be inclined to believe as well. Self-confidence will also incline you towards a more assertive closing approach, which is vital to your selling success.
Good Listening
Most salespeople are natural talkers. Unfortunately even a great speaker will only get so far without a little listening. Taking the time to ask your prospect questions and really listen to the answers shows respect for them, and gives you a clearer idea of what they want. So how can you tell if you're doing enough listening? The next time you cold call a prospect, ask an open-ended question and then hit the mute button and leave yourself muted for at least a minute (or until you are absolutely sure the prospect is finished). By forcing yourself to be quiet, you will notice right away how strong your urge is to jump in and say something before the prospect has stopped talking.
Persuasiveness
Emotion plays a major role in sales. There's an old saying that “features tell, benefits sell.” Features are the facts about your product or service; benefits are their emotional connotations. For example, a 0% interest rate on a credit card is a feature... being able to save money while buying the things you need is a benefit! Persuasiveness is the skill that allows you to convey these emotions to the customer. If you can make your prospect feel how great it will be to own your product and how much their life will be improved when they have it, you can sell it to them.
Building Strong Relationships
This sales skill is just as important to a salesperson's business life as it is to their personal life. Building and maintaining healthy relationships is the key to developing a strong network. And networking will allow you to reach far, far more prospects than you could manage on your own.
Remember the theory of “Six Degrees of Separation?” Let's say you're trying to reach the decision maker at a major company but you don't know anyone who works there. A call or two to your network contacts yields someone who knows someone who works for your target; armed with that person's name and direct phone number, you now have access to the prospect.
Self-Motivating
Even the best salesperson is a work in progress. You can always find a way to develop your skills, work on your pitch, and learn more about the products and services you sell. But the drive to constantly improve yourself has to come from within. Your manager might direct you to make some changes if your sales start to plummet, but if you are constantly working to become a better salesperson you can start working on the issue before it affects your numbers.
<< <i>I've found logic and common sense to prevail... >>
Definitely good advice in all areas of life! Thanks for the read.
With any of those kind of books, there is usually some good information, but there's a lot of "fluff" as well.
You'll have to sift through the BS, and take a little from each that is applicable to you and your personality. There's a lot to be learned, but a lot to be ignored, as well.
I'm always mystified that follow people like Gitomer as gospel and "sell with the program."
Find the Sales Bible on Amazon, it should lead you to the other leading books in the category.
Only an idiot would have a message board signature.
<< <i>"The Sales Bible" - Jeffrey Gitomer is one.
With any of those kind of books, there is usually some good information, but there's a lot of "fluff" as well.
You'll have to sift through the BS, and take a little from each that is applicable to you and your personality. There's a lot to be learned, but a lot to be ignored, as well.
I'm always mystified that follow people like Gitomer as gospel and "sell with the program."
Find the Sales Bible on Amazon, it should lead you to the other leading books in the category. >>
Thank you for the suggestion. Something called the Bible seems like a great place to start! I will look for some other titles as well, as I will need more books for free super saver shipping.
<< <i>Send me a PM with your address and I will send you a few books to use. >>
PM sent. You are coolness personified! Thanks!
1) Presentation.
Have large scans with a scanner not a phone, scan both sides of the card.
Use the option that allows people looking at item to "zoom" to get a better look.
2) Description.
Clearly point out item's features, low pop, above average centering etc.
3) Convenience.
Offer free shipping, and a low starting bid.
4) Service
Package safely and securely (no pwe's) ship quickly.
5) Communication.
Be polite and leave feedback.
Joe
One-on-one is really challenging. Though I'm not a salesperson - I do have to "sell" treatment.
So I deal with a "need" and a "want." The minute one comes up against this - there's an implicit "confrontation" between the seller and buyer IMO.
A personal may need a certain procedure - but do they "want" it. The challenge: bridging the "gap" between those two concepts - the gap between want and need - it may - at times - seem like the Grand Canyon!
So - the goal is to convince the person without talking 'too' much.
Most people have in their head a "turning point" where they may say yes. If you talk thru that "turn" - and - in a sense - overwhelm them - a yes turns to a no.
So - the "presentation" needs to be convincing without over-burdening the person with too much detail causing confusion and mental shutdown - i.e. a no.
This is just one little part of the 'whole' - selling is an art - and I have the utmost respect for those who hit it each and every day to put food on the table.
For me a key question when I think I'm getting a 1000 yard stare - like I can't reach them? I ask: "when you think about having treatment (treatment plan) - what are your main concerns?" This gives the person a chance to express (open up) what's on their mind - perhaps they don't have the money? Afraid of me? Time off work? Etc.
Good luck on your quest - selling on ebay is more about what Joe wrote - an outstanding summary IMO!
some things I have learned.
be honest
1st impressions are very important. It's important to be yourself.
don't talk about the weather...you are really saying i'm bored...you are boring...I'm mr plastic man.
1st meeting. look him in the eye. firm handshake. say thank you for meeting me and your time.
remeber to RESPECT people's time. A follow up thank you note.
People buy from people they like...........that 1st meeting he will have pictures on the wall...kids, golf, sports, something HE CHERICHES.
example: pic of kid with a soccer ball.......is that your son? I always felt sports were an important part of my upbringing...then shut up
research the company before you ever go in for the first time. what do they do, make? and how doesyour product match?
treat the receptionist like gold. she will be a great source of info for you.
A old sales pro once said" sell the sizzle not the steak."
many good ideas already mentioned
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1948-1993 NY Yankee Team Sets
<< <i>
example: pic of kid with a soccer ball.......is that your son? I always felt sports were an important part of my upbringing...then shut up >>
This intrigues me. In my line of work, most things get done when I am not talking, but listening. When you say, "then shut up" do you mean then let the guy talk about his kid? Or did you mean it more like start talking about what you're selling?
<< <i>
<< <i>
example: pic of kid with a soccer ball.......is that your son? I always felt sports were an important part of my upbringing...then shut up >>
This intrigues me. In my line of work, most things get done when I am not talking, but listening. When you say, "then shut up" do you mean then let the guy talk about his kid? Or did you mean it more like start talking about what you're selling? >>
Certainly good advice, but be aware..... some people don't want to be your friend. I started in sales, then to marketing and creating marketing programs and such.... now I'm doing project management (with a good bit of purchasing, though my company is trying to drag me back into marketing...). I don't need to be friends with my salesperson. I need a good product, at a good price, delivered in a timely manner, with either minimal issues, or simple resolutions to problems.
I have actual friends among my book of suppliers, but I'll buy things from other people because their companies do a better job delivering product.
Only an idiot would have a message board signature.
<< <i>A old sales pro once said" sell the sizzle not the steak." >>
Cool!
I remember my dad - who was a really good seller - saying - people "buy the story" - not the always the item.
I have been in sales for the last ten years, both with customers where a prior relationship has been established and where a new one is being started. My most successful meetings were ALWAYS when I could get the customer to open up about their want and needs. Learning to immediately stop talking when the other person began to speak was the best lesson I ever learned. Of course you need product knowledge, features/benefits blah blah, but selling is selling as far as I am concerned.
Honesty goes without saying, if you want repeat business and a long term relationship. Repeat sales are always the easiest if the customer has always been treated fairly in the past.
Joe
Ebay Store:
Probstein123
phone: 973 747 6304
email: rickprobstein1@gmail.com
Probstein123 is actively accepting CONSIGNMENTS !!
<< <i>For face to face selling the best thing to do is get the potential buyer to open up about what he wants/needs. The less talking you do the better. If you are selling for a living the only one that really "needs" the sale is you!
I have been in sales for the last ten years, both with customers where a prior relationship has been established and where a new one is being started. My most successful meetings were ALWAYS when I could get the customer to open up about their want and needs. Learning to immediately stop talking when the other person began to speak was the best lesson I ever learned. Of course you need product knowledge, features/benefits blah blah, but selling is selling as far as I am concerned.
Honesty goes without saying, if you want repeat business and a long term relationship. Repeat sales are always the easiest if the customer has always been treated fairly in the past.
Joe >>
Good words Joe
Totally agree - as I said in my post - I will add - I was trained by a consultant on case presentation - and after using simple rules - as you said - less (talk) is better and let the other person talk, my case acceptance went up 76% in the first 2 months!
What killed things last year for me? The economy.
Good discussion!
It's a good book becuase there are all kinds of sales stories being told, mistakes made, and lessons learned along the way, from door-to door to highly technical.
It's a very easy read as well as a good reminder. A main point in most stories is to put yourself in the customer's place.
don't ever lose track of what easports and joeb are saying.
when I said shut up.....i am saying shut up. Now let him start talking. the picture is just a friendly way to start a conversation.
to get HIM talking. instead of jamming products down his throat he may not want, need or even appreciate...let him tell you what he needs.
a simple OPEN ENDEd question that doesn't get a yes/no answer is always good to get him started.
what one product would you like to see improved upon you are buying now?
I always would ask to see if he could give me a quick 10 minute tour around. and say, "that way I can see and get a better idea of products that can help you improve things...
and when I come back (you are inviting yourself back in a 2nd less pressure meeting) i can be more prepared to address your concerns." now pay attention to what they are doing.
Now he knows your are not force selling him and today you are not going to try to sell him anything. Now watch that 10 minutes go to 30 and he opens up even more.
sales is about relationships. Trust isn't earned in one day or sale.
Just getting in the door can be difficult. I have had many experienced salespeople say a purchasing agent keeps track of how many times you have called. It may take 4-5 times before he lets you in.
I did that with my verizon rep. he was willing to work hard to get the business...so I figure he would work hard to keep the business.
1948-76 Topps FB Sets
FB & BB HOF Player sets
1948-1993 NY Yankee Team Sets
1- Be honest. 100% of the time. Even if you think it might cost you a sale, never lie. I have had several co-worker who fall into the "Say anything to get a sale" crowd, and these are always the negative, unhappy...and usually under-performing- ones on the team. Be happy, be honest, be successful.
2- As others have said, Sales is more about listening than talking. Which leads to the obvious follow up question, "How do you get them talking?" Answer: Ask Questions. Not just any questions, but open ended questions that you can then use their answers to close them/move the conversation forward. If you do this right, many times you won't have to ask for the close, they'll ask you! Let them connect the dots in their own head.
3- Keep coming back to the basics. I've seen LOTS of young/beginning sales people start out strong, then get satisfied/overconfident/comfortable and then they take their foot off the gas, and before too long they're struggling. To use a sports metaphor, think of the best players in MLB. What do they do every spring, and before every game? That's right, the basics (fielding ground balls, baserunning, perfecting their swing, etc...). In sales we make calls, prospect, ask for referrals, serve existing clients, etc...
To answer your post, reading Sales books is a fantastic way to stay motivated and get new ideas. It's already been mentioned, but the Tom Hopkins book is the best I've ever read....to this day I'll take it out at least 3 or 4 times a year and spend a few days with it. Knowledge like that just keeps giving (and paying). One other I'll mention is Brian Tracy's "The Psychology of Selling". Both will pay for themselves a hundred times over. Best of luck, and Happy Selling!