Clip: Paul DiVincenzo on the sales books that have most impact

Clip from Episode 40: Top Cintas Sales Executive – Paul DiVincenzo – Relationships, Focus, Adaptability and Action:

So I guess I would break it up maybe into you if you’re a new seller for me when I was a new seller I read very tactical books on sales. So they asked the first people might laugh at this but the first book I ever read on sales was Selling for Dummies by Tom Hopkins. And it was a very good book and had a lot of really standard great tips and sales. And as I progressed in my young sales career where I did a lot of cold calling one of the books that saved me because I absolutely hated cold calling by phone or in person but by phone specifically. And there’s a book by Stephen Schiffman. It’s called cold calling techniques that really work. And it is a very applicable book even for experienced sellers just in transitionary conversations. So those those really helped me in the beginning of my career and I know they sound really ridiculous and basic but but those are those. And other than that in sales I’ve you know just if you’ve been around sales a long time I’ve read the Spin Selling and Challenger Sales kind of the classics almost if you will and I haven’t as I have moved into my more experience selling years. For better or worse I’ve moved into more business or entrepreneurial books.

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