Need A Good Sales Book?

I recently wrote a review for a coach’s website that I am a member of back in the UK. It was on a sales book and I thought I’d share it with you:

I am always amazed by how many people that are in business have no idea how to sell themselves or their business. Not only that, but the issue is compounded by the fact that they think they can sell (because let’s face it, they get orders from time to time) and never do anything to improve. Top sales people are paid a fortune and there is a reason for that, it is a difficult skill to master. My guess is by some considerable way more coaches quit because they cannot generate enough work than because they are not capable of doing the job

If I were to give one bit of advice to an aspiring coach it would be, learn how to sell. Selling is not telling somebody what you do and hoping they give you an order or hire you, it is about understanding a customers wants/needs then meeting them in a win/win relationship.

So, I thought I’d review a sales book that would give some helpful advice to all the coaches that are maybe not getting as much business as their talents deserve.

I could have pretty much picked any of Jeffrey Gitomer’s books but I am going for
The ‘Little Red Book of Sales Answers’ as it is the one I read most recently. There is some overlap in his books and there is some stuff here that is similar to his previous offering, Little Red Book of Sales Questions, but they are both well written and very worth reading.

The first thing about both of these books as they published are in the A5 format and bound with red cloth. These 2 things make them very ‘touchable’ and if you add to that, highly glossy pages that are well laid out and a book that is very easy to dip in and out of, you have a successful formula.

This book does not need to be read in one go and in fact it probably shouldn’t be. It would be wiser to read a chapter at a time, practice what you learn and then return when you are happy that you know what you are doing.

So what will this book teach you?

The basics really. Always start with the basics. In one easy volume Gitomer covers off all the FAQ’s that sales people generate about themselves, their competition, their prospects and their clients. He gives common sense advice that is surprisingly lacking in a great number of people that need to be able to sell, and walks the reader through step by step.

The book is split into 6 main sections roughly equating to; personal growth (I’m sure most here could skip that section), appointing, winning in sales, sales skills, repeat business and getting referrals and personal branding. There is also a final chapter that sums up.

The chapter on appointing is critical. This is one of the toughest parts of sales and if you can master it results will follow. The advice in this chapter is pretty much the way most successful sales people work and the way most unsuccessful don’t, so read it, follow the tips and wait for the appointments to materialize.

There’s no need to go into any more detail because by now you will either be clicking on Amazon and have decided it’s worth splashing out under a tenner on, or decided it’s not for you.

Great sales people are made not born and if you can makes yourself even a good sales person you will never want for customers again.

 

 

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