Favorite books/tapes/videos on Sales
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.
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.
How to Make People Like You in 90 Seconds or Less Nicholas
Boothman
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.
[quote=skeedaddy2]How to Make People Like You in 90 Seconds or Less Nicholas
Boothman[/quote]
That's easy, offer to pick up the drink tab.
[quote=doberman]
[quote=skeedaddy2]How to Make People Like
You in 90 Seconds or Less Nicholas Boothman[/quote]
That’s easy, offer to pick up the drink tab.
[/quote]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”.
[quote=doberman]
[quote=skeedaddy2]How to Make People Like You in 90 Seconds or Less Nicholas
Boothman[/quote]
That's easy, offer to pick up the drink tab.
[/quote]Expensive, but a good technique when you are selling VUL or Reverse Convertables.
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!
Guerrilla Marketing, for Financial Advisors - Grant Hicks
The New RETIREMENTALITY - Mitch Anthony
Your clients for life - Mitch Anthony
Brian Tracy’s The Psychology of Selling. I am just finishing
"Never Eat Alone". Then there is “Networking with Millionaires”
[quote=Starka] [quote=doberman]
[quote=skeedaddy2]How to Make People Like
You in 90 Seconds or Less Nicholas Boothman[/quote]
That’s easy, offer to pick up the drink tab.
[/quote]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”.[/quote]
good one!!
[quote=illinoisrep]Brian Tracy's The Psychology of Selling. I am just finishing "Never Eat Alone". Then there is "Networking with Millionaires"
[/quote]
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"?
Anyone ever read Questions Great Financial Advisors Ask... and Investors Need to Know ?
http://www.kerryjohnson.com/index12.php
Dr. Kerry Johnson has some good stuff.
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.
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.)
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.
Tested in the Trenches by Ron Carson
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!
winners circle
When Genius Failed- The Rise and Fall of Long Term Capital Management."
Another good one to read that, while not completely on topic, has some pearls of wisdom for what we all do, and is a great read...
[quote=blarmston]
When Genius Failed- The Rise and Fall of Long Term Capital Management."
Another good one to read that, while not completely on topic, has some pearls of wisdom for what we all do, and is a great read...
[/quote]I'll throw in "Fooled by Randomness" and "The Black Swan" by N N Taleb.
“The Smartest Guys In The Room” by Bethany McLean and Peter Elkind.
One caveat, however…you’ll want to go wash your hands every few minutes
while you read.
[quote=Philo Kvetch]“The Smartest Guys In The Room” by Bethany McLean and Peter Elkind.
One caveat, however…you’ll want to go wash your hands every few minutes
while you read.[/quote]
I couldn’t agree more. But we should learn from history so as to avoid repeating it in the future.
The Excellent Investment Advisor - Nick Murray
The New Financial Advisor - Nick Murray
Tested in the Trenches - Ron Carson
Dont know of anyone better than Nick Murray in the business to read
[quote=BondGuy]
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.
[/quote]
I have to agree with you on this one. Having lived in OK for 3 years in the early 80's, and having traveled to a number of the towns mentioned in the book, it was eerie!
I was initally disappointed in this book, because it is so unlike the books for wish Grisham has become famous. By the time I finished it however, I was stunned and my feelings mirrored yours.
Definitely helps you put your problems in perspective.
HOW TO THINK BIG Schwartz
A good book on networking that can dictate some cold call and sales campaigns as well as how to work your existing book is “Never Eat Alone” by Keith Ferrazzi.
Has anyone ever ordered the Rainmaker in a box set by Matt Ochesli?
Think & Grow Rich
-Napolean Hill
every "new" sales/psych, feel-good, pump you up type book today is a derivative from some concept or idea in this book of gold
ANy Nick Murray bok, particularly the “Excellent Investment Advisor” series…
Even though it's not on sales, "Born to Steal: When the Mafia Hit Wall Street" is a great read. For all those who like the Boiler Room movie, you might like this. It's a true story and some people think that's what Boiler Room was loosely based on. Very good...just don't read it in front of any clients
In that case, I suggest Fortune’s Formula