Favorite books/tapes/videos on Sales

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Dec 21, 2006 7:33 pm

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.




Dec 21, 2006 8:08 pm

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.

Dec 21, 2006 10:35 pm

How to Make People Like You in 90 Seconds or Less Nicholas

Boothman

Dec 22, 2006 5:01 pm

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.

Dec 22, 2006 7:48 pm
skeedaddy2:

How to Make People Like You in 90 Seconds or Less Nicholas
Boothman


That's easy, offer to pick up the drink tab.

Dec 22, 2006 8:06 pm
doberman:
skeedaddy2:

How to Make People Like

You in 90 Seconds or Less
Nicholas Boothman



That's easy, offer to pick up the drink tab.





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".

Dec 22, 2006 11:17 pm
doberman:
skeedaddy2:

How to Make People Like You in 90 Seconds or Less Nicholas
Boothman


That's easy, offer to pick up the drink tab.





Expensive, but a good technique when you are selling VUL or Reverse Convertables.

Dec 24, 2006 1:47 pm

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!

Dec 26, 2006 12:40 pm

Guerrilla Marketing, for Financial Advisors - Grant Hicks


The New RETIREMENTALITY - Mitch Anthony


Your clients for life - Mitch Anthony

Jan 14, 2007 2:04 pm

Brian Tracy's The Psychology of Selling.  I am just finishing
"Never Eat Alone".  Then there is "Networking with Millionaires"


Jan 14, 2007 2:36 pm
Starka:
doberman:
skeedaddy2:

How to Make People Like

You in 90 Seconds or Less
Nicholas Boothman



That's easy, offer to pick up the drink tab.





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".



good one!! 

Jan 14, 2007 4:37 pm
illinoisrep:

Brian Tracy's The Psychology of Selling.  I am just finishing "Never Eat Alone".  Then there is "Networking with Millionaires"


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"?

May 16, 2007 9:08 pm

Anyone ever read Questions Great Financial Advisors Ask... and Investors Need to Know ?

May 17, 2007 10:23 am

http://www.kerryjohnson.com/index12.php


Dr. Kerry Johnson has some good stuff.

May 18, 2007 11:23 am

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.

May 18, 2007 1:16 pm

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.)

May 18, 2007 2:25 pm

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.

May 20, 2007 12:32 pm

Tested in the Trenches by Ron Carson

May 21, 2007 2:51 pm

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!

May 22, 2007 5:44 pm

winners circle