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.
If you’d like to share this clip (please do!) you’ll have the most sharing options available on the YouTube clip itself.
Top 3 things
Being battle ready
Selling can be more than just what it is. People to people.
What we’re really doing in sales is engaging with people
I would seek out more in-person mentors
Describes his $13M+ sales results last year
The biggest challenge is all mental
Individual contributors don’t have control and how to deal with it
“People are very optimistic on Fridays and they’re willing to commit to me on Fridays”
Books as mentors and reading business books in addition to books on sales
Using business books to prospect new business
Paul’s experience working with a business coach from the Tony Robbins organization
The average sales person’s gap
How top performers really win
Top sellers have the same struggles as everyone else
Focus on becoming an expert at what you’re doing
What does it really take to get to #1?
3 point 7 day challenge