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Thread: Sales Books

  1. #1
    Featured Member Hello_Kitty27's Avatar
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    Default Sales Books

    I did a search and found some older stuff ...looking for new ideas.....

    I JUST got hired as a sales rep for a large company. I've been in sales before, but not really a "front line" sales job ...mostly over the phone (to existing clients, not telemarketing). This will be 99% face to face. If you think about it - and it's been discussed before - you're technically in the field of sales as well. Are there any books you've read and would recommend to help increase sales? Maybe something that helps you learn how to read people and communicate effectively?

    I'm looking for a kind of easy read. I start my job in a month, but I'm also workng a different job full time until then and I go to school at night. So I already have a full plate, but I'm hoping to brush up on the people skills in order to make myself more effective.

    Thoughts? Ideas?
    Last edited by Hello_Kitty27; 09-05-2007 at 05:29 PM. Reason: clarity






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  2. #2
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    Default Re: Sales Books

    Go to joegirard.com. I have a few of his books. They are great!

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    Veteran Member luvbuniz's Avatar
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    Default Re: Sales Books

    It really depends on what kind of product and the customer base.

    If you are selling to consumers, then Girard's books are great.

    Selling to business require a different mindset. I recommend 'Psychology of Selling' and "Advanced Selling Techniques' by Brian Tracy. The latter is especially good for technical sales.

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    Default Re: Sales Books

    I must agree with the Brian Tracy books! I have his "The Art of Closing A Sale" on CD and highly recommend it Then there is Sales Dogs http://www.salesdogs.com/


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    Featured Member paintgoddess's Avatar
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    Default Re: Sales Books

    How to Close Every Sale by Joe Girard. I keep it by my bedside and read in it at least once a week. I was reading some last night and I am pumped!! You'll need a hi-lighter, pen, and sticky notes! Every other paragraph has a gem of some sort.

    Also, a general, easy-reading, illustrated book on body language should be a good refresher since you said you want to brush up on people skills. I have one called How to Read a Person Like a Book. I'm sure there are better books on the subject out there, but it does the trick. Whenever I read up on body language, I notice so much more about my customers. I see them as the book illustrations, and it's almost funny. If I see a customer putting up a barrier, I try to break it by gentle physical touch (which of course directly applies to my field.)

    I think these books are best read over time, small chunks at a time, so you can slowly integrate what you're learning into what you already know. Sounds great that you have a month before starting your job. Just continue to read when you ARE in the field too!!
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    Default Re: Sales Books

    Quote Originally Posted by paintgoddess View Post
    I think these books are best read over time, small chunks at a time, so you can slowly integrate what you're learning into what you already know. Sounds great that you have a month before starting your job. Just continue to read when you ARE in the field too!!

    I also second getting a decent body language book if you aren't already (or don't feel you are) competant with body language. This also means your own body language

    Plus paintgoddess is correct. Just like anything, it will take baby steps yet those baby steps do pay off in the long run. Have patience. Learn something new and try it out for one week at a time until you feel you have found what works for you.


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    Featured Member needtodance's Avatar
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    Default Re: Sales Books

    Was going to say Psychology of Selling but i was beaten! Great book!

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    Default Re: Sales Books

    The best sales book I've ever read was "How to Win Friends and Influence People" by Dale Carnegie. I honestly think it should be required reading in high school.

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    Featured Member Hello_Kitty27's Avatar
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    Default Re: Sales Books

    Thanks so much for the input!! I'm gonna head to the bookstore this week. I actually start my new position tomorrow, but just the training portion of it. If I come across any others that are good, or maybe recommended by my boss, I'll be sure to share the info!

    PS I really do feel that sales is sales is sales. I don't think it matters much what the product or customer base is, if you can read people, and manipulate people, then you're golden. I mean, that's technically what sales is, right?? A form of manipulation? I guess depending on how you look at it.....






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    Default Re: Sales Books

    I have to have to have to add The Psychology of Influence by Robert Cialdini, PhD Absolutely Golden!!!
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  11. #11
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    Default Re: Sales Books

    Brian Tracy Books. I have one of his CDs in my car

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