(Note: This is an unabashed love letter to all sales authors. I’ve learned so much from you! Sales books have been my superpower for decades, overcoming every kind of sales kryptonite I’ve ever encountered!)
Prospecting. Objections. Building rapport. Discovery. Negotiations. Cold emailing. Complex selling. Sales management. Closing ...
What would you like to learn about today?
The answers -- if you really want to find them -- can all be found in sales books. There are so many sales books out there, so many talented authors, sometimes writing about the same things but in different voices, different tones, different ways of looking at things from different industries and perspectives.
There is a sales book out there to meet your exact need.
Why Read so Many Sales Books?
Now, results. If you really want to get them, your results depend on you and your willingness to try and apply what you read about in sales books.
For any of us it's a process. We have to learn, try, revise, sometimes fail and pick ourselves up and try again, and then master the technique. Beyond that you can even teach that technique to internalize what you've learned at an even deeper level. And then go learn some more because learning is a continual quest.
Yes, I am a super fan of sales books ... of all books, really. I currently own nearly 900 books about sales and business. I've read every single one of them, cover to cover, some of them multiple times.
I've been asked “Deb, why do you read so much?” “Why read the books that aren't the best sellers?” “Why read books from people who are completely unknown?” I've even been asked, “Since you’re one of the top performers, you don't need to read … so why bother?” Sometimes people say “You’re a sales author yourself, so why not spend that time writing more or doing more instead of reading books?”
The reason I read as much as I do is that it's a balance. I can't get better unless new ideas are stimulated. I can't think in new ways unless I access others’ ideas. It's self-limiting to settle for what I already know, so I have to remain interested, curious and eager to challenge my own way of thinking.
Maybe it's just good old-fashioned FOMO (fear of missing out). I want to know who’s saying what and how they're saying it and what additional new ways of looking at things are out there.
Even a Little Learning Can Go a Long Way
You can do the same. You don't have to read 900 books. You don't have to do what I did and read a business book every day for two solid years. But you can read a little bit. You can read a sales blog every day or at least once a week. You can look at sales podcasts and webinars. You can go to seminars and conferences. You can jump in on LinkedIn discussions or download audio books.
There’s something for everyone who is willing to learn. And when you're willing to learn, you'll open up so many possibilities that you never even knew were out there. As you grow and improve in sales, you’ll soon be able to leap tall buildings in a single bound, too. To get started, pick up a few sales books. You'll be glad you did!