Favorite books/tapes/videos on Sales
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I just got a $100 Amazon GC, and was wondering if anyone had any recomendations.
I’ll start with the greatest of all times, Dale Carnegie’s how to win
friends and influence people. I got the “purple edition” when I took a
Dale Carnegie Class a few years ago.
Brian Tracy’s “How to master your time” tapes are also very good. Thats
where I learned the ABCDE method, which by far the best way to schedule
your day.
Good "marketing to HNW prospects" books:
Marketing To The Affluent: Stanley
Mastering High Net Worth Selling: Oechsli
The Art of Selling to the Affluent: Oechsli
Cultivating The Middle-Class Millionaire: Prince/Geracioti
Effortless Marketing For Financial Advisors: Moeller
Some of these books may not be offered by Amazon; but rather, by the author's website.
Dale Carnegie is often packaged with Napolean Hill’s “Think and Grow Rich” which is worthwhile on it’s own but you should check to see if there’s a deal. Also Storyselling for Financial Advisors is a good read.
[quote=skeedaddy2]How to Make People Like You in 90 Seconds or Less Nicholas
Boothman[/quote]
That's easy, offer to pick up the drink tab.
[quote=doberman]
[quote=skeedaddy2]How to Make People Like
You in 90 Seconds or Less Nicholas Boothman[/quote]
That’s easy, offer to pick up the drink tab.
[/quote]Hey Dobe!
I think you’ve got the books confused. The one you’re thinking of is, “How
To Make People Think You’re An Idiot When You’ve Been Drinking”.
[quote=doberman]
[quote=skeedaddy2]How to Make People Like You in 90 Seconds or Less Nicholas
Boothman[/quote]
That's easy, offer to pick up the drink tab.
[/quote]Expensive, but a good technique when you are selling VUL or Reverse Convertables.
Hey, if you’re selling a whale an annuity and making a 10% commission, wouldn’t you offer to pick-up the tab? The bigger the tab, the better. Why? The drunker the prospect, the easier the sale!
Guerrilla Marketing, for Financial Advisors - Grant Hicks
The New RETIREMENTALITY - Mitch Anthony
Your clients for life - Mitch Anthony
Brian Tracy’s The Psychology of Selling. I am just finishing
"Never Eat Alone". Then there is “Networking with Millionaires”
[quote=Starka] [quote=doberman]
[quote=skeedaddy2]How to Make People Like
You in 90 Seconds or Less Nicholas Boothman[/quote]
That’s easy, offer to pick up the drink tab.
[/quote]Hey Dobe!
I think you’ve got the books confused. The one you’re thinking of is, “How
To Make People Think You’re An Idiot When You’ve Been Drinking”.[/quote]
good one!!
[quote=illinoisrep]Brian Tracy's The Psychology of Selling. I am just finishing "Never Eat Alone". Then there is "Networking with Millionaires"
[/quote]
I just got a copy of Brian Tracy's Psychology of selling. His best books IMHO are "Maximum Achievement" and "Eat that Frog". The rest of it tends to be a rehash of older material.
I really liked his CD set of "How to Master your time", I learned alot of good things from it. Of course I barely implement any of it, but I did learn some good techniques.
How is "Never eat alone"?
Anyone ever read Questions Great Financial Advisors Ask... and Investors Need to Know ?
An Innocent Man - John Grisham
Murder and injustice in a small town
Think you've got problems? Not after reading this.
Give your brain a break, read something off topic.
I second Kerry Johnson - but I'd limit it to 2 of his courses:
- Peak Performance
- Tele-$ales
Elements of the other courses are included in the above two.
Also, a new favorite of mine is "Starting from No - 10 strategies to overcome your fear of rejection and succeed in business." by Azriela Jaffe.
(I don't have the thickest skin that I'd like to have, but some of the ideas in here have been a worthwhile exercise for me.)
It’s not a sales book, but Lee Eisenberg’s The Number is worthwhile reading. May help you better understand the issues the baby boomers are having dealing with retirement. Very tongue in cheek writing.
Confessions of a Stock Broker by Andrew Lanyi
Entertaining as well as a few jewels here and there that can be pulled out and put to use. I worked for Andy for two years - many years ago. What a character!