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Archive for December, 2005

Suggested Readings…

Saturday, December 24th, 2005

Suggested Readings…

7 Habits of Highly Effective People – Stephen Covey
8th Habit – Stephen Covey
All Marketers are Liars – Seth Godin
As a Man Thinketh – James Allen
Blink – Malcolm Gladwell
Emotional Intelligence – Daniel Goleman
Focus on your Strengths – Marcus Buckingham
Integrity Selling for the 21st Century – Ron Willingham
High Trust Selling – Todd Duncan
How to Be a Rainmaker – Jeffrey Fox
How to Win Friends and Influence People – Dale Carnegie
Little Red Book of Selling – Jeffrey Gitomer
Lovemarks – Kevin Roberts
Memory Book – Lorayne & Lucas
Patterson Selling – Jeffrey Gitomer
Power of Focus – Canfield, Hansen & Hewitt
Power of Influence – Robert Cialdini
Power of Intention – Wayne Dyer
Power of Simplicity – Jack Trout
Psycho-Cybernetics – Maxwell Maltz
Re-imagine – Tom Peters
Science of the Mind – Ernest Holmes
Science of Getting Rich – Wallace Waddle
Tipping Point – Malcolm Gladwell
Think and Grow Rich – Napoleon Hill
Ultimate Sales Letters – Dan Kennedy
What the BLEEP do we know! – Whatthebleep.com

Planning, Process, Productivity, and Professionalism

Friday, December 23rd, 2005

Look for a new book with this stuff in it…

BARE Selling; 30 Days to Sales Success

Planning; Strategic techniques to achieve sales objectives

Pre-Call Planning
Building Solid Relationships
Understanding the Buying Cycle
Influencing Buying Criteria
Knowing the Competition

Process; Interpersonal interaction with the customer

Initiating Customer
Relationships
Needs Analysis
Mutual Action Planning
Conducting a Presentation
Managing Resistance
Negotiating
Gaining Commitment
Customer Follow-Up

Productivity; Making the best use of time and resources

Customer/Account Profiling
Goal Setting
Prospecting
Qualifying
Territory Management
Contact Management
Writing Letters/Proposals

Professionalism; Conducting business with integrity

Business Etiquette
Ethics/Conduct
Professional Appearance
Mentoring
Industry/Community
Involvement

Tipping Point

Wednesday, December 7th, 2005

Malcolm Gladwell’s book, The Tipping Point spreads light on 3 major factors of success.

1. Maven
2. Salesperson
3. Connector

I am creating success with each of these and the power of these 3 things combined is pretty scary. So come back soon as I will dive into this quite a bit deeper.

I also strongly suggest this book with a follow up read of Gladwell’s new book, Blink.