Jul 032006

Book Shorts: Sales, Sales, Sales, Sales, Sales

Book Shorts:  Sales, Sales, Sales, Sales, Sales

Jeffrey Gitomer’s Little Red Book of Selling and Little Red Book of Sales Answers were great refreshers in sales basics for you as CEO (and head of sales, and sales manager, and sales rep).  The books were a bit “self-help” flavor for my taste as a reader, but they were excellent on content, and I have two long pages of notes of “back to basics” items I need to remind myself and my team about.

Anyone at Return Path in sales/account-project management/marketing — your copy is on the way, hopefully by way of a barter I proposed with the author (sorry, Stephanie and Tami…), but in any case, we’ll buy them.  Anyone else who is interested at RP, let me know, and the copy is on me.

Some of the most critical reminders — although you have to read the books to get to get the color:

– Ask questions, don’t talk talk talk at prospects (just like the SPIN Selling methodology we always train with at Return Path)

– Never say “tell me a little bit about your business” — do the research first

– Importance of testimonials in selling

– Never blame others or blame circumstances when things go wrong.  Take control and solve the problem (good for sales and for everyone!)

  • http://www.jason-preston.com Jason Preston

    It’s funny because I started Flicker Gaming (my little business experiment) partly to skip business school, and I’m learning that experience teaches well but if I want to get things right I’m going to have to sit down and read some books anyways.

    I’m also amazed at how much “running a blog” encompasses all sorts of business skills – I’m sure I’ll find things in a book on sales as useful as things in a book on accounting. I’ll check these out.

  • http://www.levata.com.br/ perfumes

    What a motivator! This author’s books are amazing. He captivates, inspires and energizes you when you read his books. You don’t have to be a “salesman” to read this book either. You can see from the titles of his principles that this book is as fun and entertaining as it is educational. “People don’t like to be sold, but they love to buy” is his motto and through his 12.5 principles he gives you the tools to succeed in whatever field of business you are in.