A Good book on driving sales. - Contractor Talk - Professional Construction and Remodeling Forum

ultimatetouch · 02-14-2007, 09:03 AM

Can anyone recommend a good book for developing your sales pitch and driving sales. Id like to polish my skills a bit and dont know where to start.

WaltG · 02-14-2007, 09:53 AM

No B.S. Sales Success
By Dan Kennedy

ruskent · 02-14-2007, 09:55 AM

Sales Bible by Jeffrey Gitomer. I refer to it almost daily.

marc · 02-14-2007, 10:09 AM

How to sell anything to anybody by Joe Girard
How to close every sale by Joe Girard
How to sell yourself by Joe Girard
Mastering your way to the top by Joe Girard
How to master the art of selling by Tom Hopkins
The certifiable salesperson by Tom Hopkins
Sales closing for dummies by Tom Hopkins
Secrets of closing the sale by Zig Ziglar
Ziglar on Selling by Zig Ziglar
5 Steps to successful selling by Zig Ziglar
How to get what you want by Zig Ziglar
Sales questions that close the sale by Charles Brennan
Who stole my sale? 23 ways to close the deal by Todd Duncan
High Trust selling by Todd Duncan
Guide to handling sales objections by Barry Farber
Willie's Way by Phillip Van Hooser
The little red book of selling by Jeffery Gitomer
The best damn sales book ever by Warren Greshes
The One minute salesperson by Spencer Johnson

Should be enough to get you started

dougchips · 02-14-2007, 11:45 AM

Quote:

Originally Posted by ruskent

Sales Bible by Jeffrey Gitomer. I refer to it almost daily.

Two other good reads by Gitomer, Little Red Book of Sales Anwers & Little Red Book of Selling.

Check out the audio section of your local bookstore, most of the Ziglar, Girard and Hopkins stuff you can get on CD. Then you can attend what Ziglar refers to as "automobile university"---driving and learning.

Jeffrey Fox has a good one "Secrets of Rainmakers", drink some coffee before hand he is not as lively as Ziglar.

ultimatetouch · 02-14-2007, 04:30 PM

Quote:

Originally Posted by marc

How to sell anything to anybody by Joe Girard
How to close every sale by Joe Girard
How to sell yourself by Joe Girard
Mastering your way to the top by Joe Girard
How to master the art of selling by Tom Hopkins
The certifiable salesperson by Tom Hopkins
Sales closing for dummies by Tom Hopkins
Secrets of closing the sale by Zig Ziglar
Ziglar on Selling by Zig Ziglar
5 Steps to successful selling by Zig Ziglar
How to get what you want by Zig Ziglar
Sales questions that close the sale by Charles Brennan
Who stole my sale? 23 ways to close the deal by Todd Duncan
High Trust selling by Todd Duncan
Guide to handling sales objections by Barry Farber
Willie's Way by Phillip Van Hooser
The little red book of selling by Jeffery Gitomer
The best damn sales book ever by Warren Greshes
The One minute salesperson by Spencer Johnson

Should be enough to get you started

Marc did you read all these?

DamionR · 02-14-2007, 05:50 PM

Another good Gitomer book I'm reading now is the Little Black Book of Connections.

dougchips · 02-14-2007, 06:08 PM

Quote:

Originally Posted by DamionR

Another good Gitomer book I'm reading now is the Little Black Book of Connections.

I keep seeing that one in Staples. I get one his books when I fly, something I can finish on the flight. Going to Nashville next week so I will get a chance to read it.

ultimatetouch · 02-14-2007, 06:50 PM

Quote:

Originally Posted by DamionR

Another good Gitomer book I'm reading now is the Little Black Book of Connections.

Whats that about making connections?

marc · 02-14-2007, 08:58 PM

Quote:

Originally Posted by ultimatetouch

Marc did you read all these?

I've read 15 of the 19 posted

Some of them twice
some of them 3 times

I read a lot more books on business and management then I do on sales. I also belong to a club called talking book world and I am constantly listening to modivational tapes or books on business or sales or wealth building. I haven't listened to the radio in about 3 years. I think it helps me keep focussed on the right things.

DamionR · 02-15-2007, 07:43 AM

yup Ultimate - connections with pwoerful influences and networking.

You read the first dozen or so pages on amazon - http://www.amazon.com/gp/reader/1885...35#reader-link

ultimatetouch · 02-17-2007, 05:00 PM

Quote:

Originally Posted by marc

I've read 15 of the 19 posted

Some of them twice
some of them 3 times

I read a lot more books on business and management then I do on sales. I also belong to a club called talking book world and I am constantly listening to modivational tapes or books on business or sales or wealth building. I haven't listened to the radio in about 3 years. I think it helps me keep focussed on the right things.

Which did you find most helpful or meaningful. I bet its tough to say you learn from all of them.

marc · 02-17-2007, 05:29 PM

Quote:

Originally Posted by ultimatetouch

Which did you find most helpful or meaningful. I bet its tough to say you learn from all of them.

I like Joe Girard a lot. Maybe because he was one of the first books I read 20 years ago.

dougchips · 02-20-2007, 11:59 PM

For those of you who read books instead of listening to them, how do you learn voice inflection?

DamionR · 02-21-2007, 09:18 AM

not sure if that's possible

Maybe that's why some guys say they use all the tips but are horrid salespeople.. they're jsut reading and not "feeling"

ultimatetouch · 02-21-2007, 09:34 AM

Quote:

Originally Posted by DamionR

not sure if that's possible

Maybe that's why some guys say they use all the tips but are horrid salespeople.. they're jsut reading and not "feeling"

so are you saying I should by the cds? What is voice inflection? You have to be energized and confident to make the people believe in you and to get them excited right.

woodmagman · 02-21-2007, 09:55 AM

A old paper backed book that I discovered in my father in laws book case was Think and Grow Rich by Nepoleon Hill. A easy read, and you will read it a couple of times as well. Liked Ziglar and Hopkins aswell...

DamionR · 02-21-2007, 09:58 AM

Voice influxion the tone of your voice when making a statement.

For example think of this statement...

"I'm sure you agree, now don't you?"

Imagine saying that in your sleazy used-car salesman voice.

Imagine it as Tony the Hitman

Imagine your dear old grandmother saying it.

You can see how the same words come across with different meanings based on how they are said.

Say it out loud... and make your voice go up at the very end. Then say it with your voice going down.

When you're voice goes up - you sound as if you are asking them to agree - which gives the prospect the oppurtunity to disagree.

When you're voice goes down... you sound as if you are making a statement - which will bring compliance from your prospect.

Hopefully that made some sense.

ultimatetouch · 02-21-2007, 10:33 AM

Quote:

Originally Posted by DamionR

Voice influxion the tone of your voice when making a statement.

For example think of this statement...

"I'm sure you agree, now don't you?"

Imagine saying that in your sleazy used-car salesman voice.

Imagine it as Tony the Hitman

Imagine your dear old grandmother saying it.

You can see how the same words come across with different meanings based on how they are said.

Say it out loud... and make your voice go up at the very end. Then say it with your voice going down.

When you're voice goes up - you sound as if you are asking them to agree - which gives the prospect the oppurtunity to disagree.

When you're voice goes down... you sound as if you are making a statement - which will bring compliance from your prospect.

Hopefully that made some sense.

That makes sense so do you guys use the disks.

DamionR · 02-21-2007, 11:07 AM

I use both - I listen to them whenever I'm driving... but I like to read so I read some also.

Honestly it depends on who it is. If their voice gets on my nerves... but the material is good... I go for the books.