Good Book on Sales Techniques?
Does anyone know of any good books or other resources that
provide good selling techniques? I have
read a few, and I found most were mind numbing “self-motivating” or “self-help” books
which I detest and find hypocritical.
The Wedge - How to stop selling and start winning by Randy SchwantzYou can't teach a kid to ride a bike at a seminar by David H. Sandler Pick up both of them on Amazon.com
Not so much a sales techniques book, but if you want to build a good advisory business, you need to read “The Million Dollar Financial Services Practice” by David Mullen Jr. He was a partner at Merrill for years. It is a true road-map for success in this business, not a bunch of self-help garbage.
I like Storyselling For Finanical Advisors by Mitch Anthony and Scott West. I also like anything from Nick Murray. Lots of good analogies in these offerings.
I will second skippy’s “Wedge” recommendation. Truly changed my thinking of how to approach prospects.For those of you who want to work with business owners, learn more about how life insurance works, and make a shit-ton of money in the process, I suggest "The Feldman Method" by Ben Feldman. It makes Mitch Anthony's books look like "Everybody Poops". And FTR, I like Mitch Anthony's books. Ben Feldman is arguably the greatest life insurance salesman ever, but a lot of his principals can be applied to the modern wirehouse world as well.
We all got a copy of the Storyselling book at a new FA meeting a few years ago, and frankly, I wasn’t impressed. Just more of the same.
I am currently reading The Excellent Investment Advisor by Nick Murray and find it rather intriguing and easy to read. He provides many real world examples. It focuses on building a sustainable business with your clients and some aspects of selling. I understand Serious Money by him is more focused towards the selling aspect. Of course this is the only book I have read on the topic, but I do enjoy reading it.
My best business ideas come from Playboy and Penthouse.The Wedge Sandler Books Nick Murray All already mentioned, all must reads.
I’m currently reading …the brand called you by Peter Montoya. Probably more beneficial to Indy advisors…than captive. Guerrilla Marketing is a good read…Nick Murry(both books)…Also, and I’m sure we’ve all read…but just in case…Millionaire Mind and Millionaire Next Door…
Stop Telling Start Selling by Linda Richardson is the classic for "consultative sales."
Getting to Yes by Fisher and Ury. I can’t recommend this text enough. It’s not about “sales” per se, but negotiation, which is of course a component in the sales process. I have used several suggestions from GTY with clients, coworkers, managers, significant others, etc. It’s not written for a particular industry or situation. Quick read; useful stuff.