Kevin’s Comments (group member since Jan 01, 2021)

Kevin’s comments from the The Business Development Book Club group.

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale Despite the high-tech tools available to salespeople today, the most personal method still works best. Through storytelling, a salesperson can explain products or services in ways that resonate, connect people to the mission, and help determine what decisions are made.

A well-crafted story can pack the emotional punch to turn routine presentations into productive relationships. In Sell with a Story, organizational storytelling expert and author Paul Smith focuses his popular and proven formula to the sales arena.

Smith identifies the ingredients of the most effective sales stories and reveals how to:

Select the right story
Craft a compelling and memorable narrative
Incorporate challenge, conflict, and resolution• And more
Learning from model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, you will soon be able to turn their personal experiences into stories that introduce yourself, build rapport, address objections, add value to the product, bring data to life, create a sense of urgency…and most importantly, sell!

If you want to become a better communicator and transform your sales results, Sell with a Story is for you.


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This is a must-read for anyone making prospecting calls. My favorite parts are no-nonsense objection handling techniques and the way he breaks down the true goal of any call.

Cold calling is a critical skill for those in sales. This text aims to provide information for those wishing to improve their skills and improve their selling power.

Everyone asks me "What book do you recommend I read if I want to get into sales?"

So I compiled all of my favorite in the bookshelf, in no particular order. There are over 100+ for you to choose from.

IF I were to recommend a starting point, anything from Schiffman, Ziglar, or Brian Tracy would be my suggestion. There is no wrong place to start, just get started.

Cheers!

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones
To start off the year right, join me in reading a book to help us develop better habits. Whether you are just starting out, or a crusty veteran, habits are still what set the top performers apart from the pack.

Here is the summary from the publisher:
"Publisher's Summary
The number one New York Times best seller. Over one million copies sold!

Tiny Changes, Remarkable Results

No matter your goals, Atomic Habits offers a proven framework for improving - every day. James Clear, one of the world's leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results.

If you're having trouble changing your habits, the problem isn't you. The problem is your system. Bad habits repeat themselves again and again not because you don't want to change, but because you have the wrong system for change. You do not rise to the level of your goals. You fall to the level of your systems. Here, you'll get a proven system that can take you to new heights.

Clear is known for his ability to distill complex topics into simple behaviors that can be easily applied to daily life and work. Here, he draws on the most proven ideas from biology, psychology, and neuroscience to create an easy-to-understand guide for making good habits inevitable and bad habits impossible. Along the way, listeners will be inspired and entertained with true stories from Olympic gold medalists, award-winning artists, business leaders, life-saving physicians, and star comedians who have used the science of small habits to master their craft and vault to the top of their field.

Learn how to:

Make time for new habits (even when life gets crazy)
Overcome a lack of motivation and willpower
Design your environment to make success easier
Get back on track when you fall off course
And much more
Atomic Habits will reshape the way you think about progress and success, and give you the tools and strategies you need to transform your habits - whether you are a team looking to win a championship, an organization hoping to redefine an industry, or simply an individual who wishes to quit smoking, lose weight, reduce stress, or achieve any other goal.

©2018 James Clear (P)2018 Penguin Audio"

Thanks for visiting or joining! I am adding my list of must read books for the new sales professional. Later I will go back and add comments on what roles the book might benefit as well as any notes I have from my reading. Please feel free to share your own thoughts as well as add books we might have missed.

We will also be starting a monthly "book club" discussion around one of the books. Hopefully working through the list together, sharpening the saw daily as we go!

Best Regards,
K