Cold Calling and Other Important Sales Books

Thank you Alan for being the one to ask me most recently, "What books should I read in 2008?"

A while back I surveyed sales professionals and learned that most of your colleagues read on average one book per year ... and that is if and only if the company they work for buys the book and insists that it be read.

My colleagues are avid readers and have a voracious appetite for business books - and read at least 5 books per month. Now, that my brain is coming back from being infected with Lyme I find that I read somewhere between 3-5 books per week. Perhaps, I am making up for lost time.

One of my mentors told me books are like good friends. As you read, elaborate on that thought. Think about books as a terrific way to receive one-on-one time with the author. If the author's words resonate with you, open your eyes to possibilities and "ah-ha" moments then read as many of that author's books as you can get your hands on.

The goal is to learn how to think the way that author thinks. You don't have to "own" each of the writer's thoughts but do learn how that person thinks. Then, when you want their counsel there words will serve you well as their perspective becomes one that you can use to evaluate your decision making.

Here are a few books for you to consider adding to your library:

The Accidental Salesperson written by Chris Lytle. Chris recently interviewed me for thoughts on cold calling. During the call ,we shared ideas and we both left the call having learned something. I like his style, his thoughtful questioning, and the business concept that he and his wife have put into action. If you like his book be sure to check out their website for ongoing online sales training.

SuperStar Selling written by Paul McCord. Paul is one of The Top Sales Experts that I have been telling you about in recent emails. You can see Top Ten Sales Articles and our reviews of them at http://www.top10salesarticles.com/ and you will soon hear more about what we are up to on a world wide scale.

As for now Paul's latest book, "SuperStar Selling: 12 Keys to Becoming a Sales SuperStar "has just hit Amazon as a pre-release offering although it officially launches on March 11th.

Nevertheless, the book can be ordered right now. They won't charge a credit card until the book is actually in stock and ready to ship. The best part is that if you order as a pre-release offering, you'll get a 5% discount. Then when the book is in stock, if they are offering a discount off cover price ($16.95), you'll get the discounted price PLUS the extra 5%.

Bankruptcy-1995 written by Harry Figgie. This important volume deals with economic conditions and equips the reader in easy-to-understand language to "see" the world of money through the eyes of an executive. I believe this perspective will become increasingly important in the months and years to come. Mr. Figgie's book on Hyperinflation (that I could only find through the public library system) has an excellent discussion of the changing roles of marketing and sales professionals. Learn these perspectives and you will have a big, Big, BIG advantage over your colleagues as you will be far better equipped to speak to the needs of "Top Dog" decision makers.

Don't let the low prices of this book fool you. This is heady stuff that I primarily discuss during coaching calls with clients. If enough subscribers show interest in this topic I will be glad to write articles just for you toward the goal of preparing you for "selling" in a recessionary and hyperinflationary economy.

Secrets to Scheduling the Executive-Level Sales Call written by yours truly, Leslie Buterin. I about choked when I saw what this volume was selling for on Amazon. If I were you I'd buy directly from here ... we're less than 1/2 of the going price on the web. You can just order the book from http://www.coldcallingexecutives.com

On a final note if you are interested in a Book Club of sorts let me know. We could "meet" once a month online and discuss sales books. Hearing what others learn by reading the same material brings a whole new level of learning.

Well, I've about written another book myself in this post :) as always, wishing you the best,
Leslie Buterin (like butterin' bread)

Visit: www.coldcallingexecutives.com

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